Expertise is now assumed: relationships are vital…Success as a lawyer will in future be more about relationships than technical expertise.
Welcome to The Invasion Game.
There is arguably a diminishing pool of legal business available, regardless of the field in which you operate. In order not merely to survive but to do well, it will be necessary both to protect your existing business and also to expand your available sources of business.
Do you know how to protect the clients you have already? More importantly, do you have a plan to invade the client relationship space currently occupied by others in your profession who may be more complacent or simply less able?
The legal world has changed irrevocably – and not just in the UK where the whole structure of the profession is subject to change. Not all lawyers or law firms will thrive. Indeed only the most adaptable will do well. One thing is certain: things will not go back to the way they may have been when, as a former client of mine put it, “We opened the doors at 8.45 and files just walked in off the street”.
The Invasion Game is a new book that offers a proven, scalable and repeatable approach to building your practice by developing excellent relationships with clients and potential clients. It can show you how to:
- · Qualify clients so that your business development efforts are focussed and you avoid wasting time
- · Identify what drives the client at an emotional level (which is where decisions are taken) so that you can relate the benefits you bring to those emotional drivers
- · Change the way you run meetings so that you have a conversation rather than make a presentation and thus avoid the trap of pushing too much information
- · Increase your success rate in meetings so that you win more business overall and (more importantly) more of the available business from existing clients
- · Adjust the way in which you describe the value you and your firm deliver so that it resonates with each client and makes it easier for them to say “yes”
- · Build your own business network professionally and effectively
- · Lead your team so that you can get more done through others
- · Change the way you allocate time so that you do more of the right things rather than just getting more done
- · Have fun at work (“seriousness of purpose but levity of approach”)
