Socrates’ Briefcase: The Three BD Conversations Every Lawyer Needs to Master

Date: November 8, 2017
Time: 12:00 p.m. CT

Sponsored by: CMO SIG

Domain: Business Development 
Competency: Coaching and Training

Socrates was famous for turning casual conversations into deep, meaningful discussions.  Today his example and insights are needed more than ever in the world of business development.  Too often, otherwise smart attorneys have marketing conversations that revolve around process and capabilities instead of benefits and results where true differentiation abounds. 

Socrates' Briefcase is a leading-edge BD program that explores the three conversations that every lawyer can and must learn to do well: the meet, the bridge, and the ask.  When done correctly your attorneys will have a "tell me more" statement that dares prospects to ask questions, a natural bridge line to transition smoothly from small talk to business, and a confident ask that is non-threatening and deepens relationships.  The best part is that you don't have to be a gifted conversationalist to use these tactics—just a willingness to improve.  Attend this session and you'll discover practical (and often overlooked) ideas that you can impart back at the office to ignite a renaissance in person-to-person marketing.

Learning Outcomes:

  • Reframe their practice in a way that distinguishes them from the competition.
  • Learn to have more effective conversations in the client's space.
  • Increase the ROI of every BD effort.
  • Make every non-billable hour more effective and fruitful.

Presenter: Steve Hughes, President, Hit Your Stride, LLC

Price: Complimentary for CMO SIG Members

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