Case Study - Increasing Client Engagement
A Top 5 US law firm wanted to improve the business development skills of their senior associates, in preparation for partnership.
Our Increasing Client Engagement (ICE) programme was scheduled as part of a 3 module package designed to upskill experienced lawyers who were failing to identify and capitalise on cross selling opportunities when they met with existing clients.
Each ICE module was scheduled for groups of 4 lawyers, over 4 hours - and supported by our online portal, delivering case studies as pre-working, and video advice and case studies as follow up. During the module we practiced specific client meetings, relevant to each lawyer and reviewed them by video, offering simple and practical advice supported by our IDEA model. After the ICE module, lawyers walked away with:
- A change in mindset when planning any meeting with an existing client
- Better listening skills, and more effective questioning techniques
- The confidence to ask their clients for a BD related commitment
The programme became so successful that we have been asked to deliver the module across Europe, and also extend the module to existing partners - who also felt that they would gain significant benefits from it.
