- Washington, D.C.
February 27, 2020 - Washington, D.C.
The Client Loyalty Institute was developed to help lawyers sharpen their client service and business development skills. This intensive, experience-based course will cover a wide array of topics that are the keys to communicating effectively, identifying opportunities, developing techniques for closing and adding value to all client relationships.
three upcoming dates in your location
February 27, 2020
- Washington, D.C.
- TBD - Philadelphia
- TBD - Atlanta
early bird & team discounted rates available
- $1,950 Early bird registration - January 16
- $2,500 Regular price
- Contact us for discounts on small teams of lawyers
why lawyers should attend
Wicker Park Group has trained hundreds of lawyers on the critical skills necessary to strengthen existing relationships and secure new business.
Learn the critical factors involved in earning client loyalty - what clients value, their loyalty drivers and preferences, relevant trends and myths.
Practice skills and learnings in a collaborative environment and receive real-time feedback and coaching.
Experience the Wicker Park Group proprietary "Added Value Roadmap" to identify specific areas where you can add value for clients.
who should attend
Client Relationship Lawyers
Senior Business Development Professionals
client loyalty institute agenda
Check-in + Light Breakfast
Introductions & Workshop Overview
Voice of the Client:
An overview of current client trends and the most common themes gleaned from thousands of feedback interviews with law firm clients including in-house counsel, business owners and company executives at every level. Learn what clients say differentiates law firms in a highly competitive marketplace
Communication Styles and Building Rapport:
After completing a pre-session questionnaire, participants learn to recognize prospect communication preferences and align their own communication styles with those preferences to build trust and rapport. I-Speak Your Language
DRIP Analysis (Decision Makers, Referral Sources, Influencers and Personal):
This session helps lawyers develop a systematic approach to business development through effective interaction with contacts. Participants categorize key contacts into four categories and then create focused action plans for the short and long term
Form Value to Invaluable:
Experience and skill might get lawyers in the door, but adding value is what makes them stand out. In this session, participants work in small groups to define specific, unique ways to add meaningful value to client relationships
Active Listening, Stories and Essential Questions:
We learn through stories. In this session, participants use active listening techniques to create simple stories that demostrate expertise while building relationships
Six Steps to Effective Meetings:
Participants will explore and practice a six-step meeting process, a valuable tool for uncovering client needs and developing trust. Session includes closing techniques (owning the process) and how to ask for business
Centered on an "active buy" scenario, this session focuses on ways to prepare for and lead a successful pitch for new work, including "the ask"
Regroup after afternoon session
Conclusion / closing remarks
about the experts at wicker park group
The team at Wicker Park Group has spent their careers uncovering the unique perspective of buyers in the legal industry. They understand how clients think and know what matters in their relationships with outside counsel. They apply that knowledge to help lawyers better align services with client needs to grow their business and create dramatic client loyalty.
Services for the AmLaw200 and small to midsize law firms nationwide include:
- Business Development Workshops
- Client Experience Training
- Client Feedback Interviews and Surveys
- Client and Industry Team Support
- Client Conversations
- Competitive Intelligence and Internal Evaluation
- Meeting Facilitation and Retreats
meet the team
Partner & Founder
Former Director of Client Service & Marketing at Burr & Forman
Partner & Founder
Former Publisher of InsideCounsel magazine
Former CMO and Director of Client Relations at Miles & Stockbridge
For additional event details, please email Wendy Pantle at firstname.lastname@example.org.