| Final Programme |
GENERAL INTEREST
Developing your practice
Pippa Blakemore, BSc, PGCE, of The PEP Partnership, will be leading three fully participative and interactive sessions on ways in which you can develop your practice.
Win more work – turn contacts into clients and referrers: Pippa’s COPACABANA approach to international networking
This interactive and participative session will give you practical tips and ideas on how to grow your practice and how to:
- network successfully;
- build relationships internationally;
- make the most of any event you attend without feeling ‘pushy’ or uncomfortable;
- introduce yourself to other people and remember their names;
- extract yourself from boring people;
- follow-up with any people you meet in a personal way;
- develop and strengthen relationships with referrers and intermediaries;
- read other people’s body language and control your own;
- find reasons to keep in touch in different ways;
- talk about fees without embarrassment;
- conduct sales meetings with confidence; and
- win new work
MONDAY 1430 - 1730
Increase your value to current and future clients: Pippa’s RAINBOW strategy
Your clients can be your greatest ambassadors and sources of new work. We will develop strategies to:
- understand the current pressures on your clients;
- understand your clients’ business;
- strengthen and deepen your relationships with your clients;
- increase the quality and quantity of work from your clients;
- meet client expectations;
- provide 'added value';
- obtain feedback on your clients’ perceptions of you;
- anticipate and prevent problems;
- deal with difficult clients and complaints;
- handle challenging fee discussions;
- cross-sell between your firm and the client;
- prepare a client relationship management strategy and plan; and
- implement your client relationship strategy.
WEDNESDAY 1430 - 1730
Give a winning presentation
By the end of this session, you will have given a presentation, in which you know how to:
- win and keep the audience’s attention for a wide range of audiences;
- make a complex legal lecture interesting to all;
- deliver a winning pitch presentation;
- keep to time;
- project your voice effectively;
- use your body language powerfully;
- be impressive in your personal appearance;
- handle awkward people and answer difficult questions;
- increase your confidence and overcome your nerves; and
- use your notes and visual aids effectively.
THURSDAY 1430 - 1730