Business development and sales management, Grow your Firm, Practice Management, Seminar, VIC, VIC Seminars
PLEASE NOTE: THIS IS AN EXTENDED SESSION
Beyond Procurement and Price
Tuesday 18 July
Host Venue Details
Level 39, Bourke Place
600 Bourke Street
If you are unable to attend at the host location you can join local members at 18+ regional hubs across Australia and New Zealand or participate online from your desktop.
As we all know the legal profession is in the middle of a perfect storm. The advancement of artificial intelligence and other technologies is commoditising much of what law firms have historically been charging for. The big 4 accounting firms are aggressively building global legal practices. Variable economic conditions also mean that many organisations in the public and private sector are wanting more for their legal spend and this we have seen the rise of the procurement function and on an increased focus on price.
This gives firms two options, keep doing what they have always done, be a victim of circumstance, bid for everything and join the race to the bottom, or change the way they operate, add more value to clients and grow their standing in the business community and their profits.
In this session we will look at:
1. The driving forces of change
2. What legal and other professional services firms around the world are doing to address the change
3. Making sure you are dealing with the person at the client who is not as focussed on price
4. Understanding the type of relationship which negates a focus on price
5. Identify the value that clients are looking for
6. Getting meeting with the right person about the right subject
Keith Dugdale is one of the co-authors of Smarter Selling (Financial Times / Prentice Hall). Having spent over 23 years in consulting, training and business development, Keith is the founding shareholder and Director of The Business of Trust, a networked training organisation with more than 100 members working in 26 countries. Keith spends his time helping people, teams and organisations measure and improve the strategy and management of their:
- Overall client strategy
- Key client programme
- Ability to identify and approach the right person in key client organisations
- Skill and confidence to have broad business conversations with economic buyers
- Trust and relationships with clients and the relationship capital they bring to their organisation all leading to greater effectiveness, increased sales and sustainable profit growth.
Companies taking advantage of this approach include PwC, Allens, Deloitte, Cooper Grace Ward, adidas, Minter Ellison, Aurecon, Worley Parsons, VWR, Wesbank and Calibre Consulting.
Earn 1 CPD Unit/1 NZ Hour. Practice Management and Business Skills
ALPMA Members:Free. Please login to register
ALPMA Associates:$49.50 (inc GST)
Non Members*:$99.00 (inc GST)- *Non Members must be eligible to join ALPMA