CPD Compulsory Units for All Lawyers – 3 March 2022
It’s no secret that being a successful lawyer takes more than just knowing the law. Learn from industry experts and practitioners about some of the best practices that can make or break a career or practice. From managing valuable, profitable client relationships and raising your profile, to negotiating the best deal and managing conflicts of interests, this seminar is crucial to setting you up for success now and for the years to come. WEB223N07
Description
Attend and earn 3 CPD units including:
1 unit in Practice Management & Business Skills
1 unit in Professional Skills
1 unit in Ethics & Professional Responsibility
This program is applicable to practitioners from all States & Territories
Chair: Aileen Challinor, Principal Lawyer, Pivotal Lawyers
Practice Management & Business Skills
2.00pm to 3.00pm Selling to a Friend: How to Maintain Great Client Relationships that Create Real Value
- The key to managing valuable, profitable client relationships: knowing how and when to sell
- Overcoming hurdles: why lawyers are afraid of sales and what to do about it
- The 5 keys to effectively influencing client relationships
- Articulating value: how to define your personal brand and share your message without being salesey
- Purposeful pitching: how to build a sales process that attracts and retains clients
Presented by Sam Burrett, Client Relationship Manager, Clayton Utz; Podcast Host & Content Creator, The Leading Lawyer Project; Distinguished Fellow, Centre for Legal Innovation
Professional Skills
3.00pm to 4.00pm Negotiating the Best Deal: Observations and Lessons from the Trenches
As a mediator, Steve Lancken has had the ‘best seat in the house’ to observe lawyers negotiate for the past 22 years. Lawyers share with mediators their strategies and tactics. Steve will share with you his unique observations (and many stories) from thousands of mediations, including:
- How to set the scene and what works pre-negotiation: creating a ‘position’ for the negotiation, not the case for the Court
- Strategies for working with the other lawyer (even when they are ‘wrong’)
- Concessions: making the most of a thoughtful and well-timed acceptance
- It is the war you want to win, not the battle! Separating being right from getting what your client wants
- What to do if they won’t compromise?
- The power of walking away: how and when to use it
Presented by Steve Lancken, Managing Director, Negocio Resolutions; Mediator
4.00pm to 4.15pm Afternoon Tea
Ethics & Professional Responsibility
4.15pm to 5.15pm Dealing with Conflicts of Interest
- Legal and commercial conflicts: What is a conflict?
- Can I ever act against a former client?
- Lessons from key cases featuring conflicts of interest
Presented by Christopher Dale OAM, Principal, Christopher Dale
Presenters
Sam Burrett
Sam Burrett is a Client Relationship Manager at Clayton Utz, a Distinguished Fellow at the College of Law's Centre for Legal Innovation and the Host of the Leading Lawyer Project podcast. In 2020, Sam held over 100 conversations with General Counsel and legal teams across Australia, gathering insight into what it's really like for the clients of law firms. Building on that experience, as well as geek-level passion for sales and marketing strategy, Sam helps lawyers win new work and retain the right clients.
Steve Lancken
Stephen (Steve) Lancken is an internationally regarded mediator, trainer and coach. He teaches and commentates about negotiation and conflict resolution. He has a special interest in the way in which lawyers negotiate. Steve's dispute resolution work commenced in 1981 as a commercial mediator. He started mediating in 1990 and since his mediation practice became full time in 1999 has conducted more than 2,000 mediations. Notable areas of mediation specialty include major property and lease disputes, sports law, insolvency, telecommunications, native title, construction, insurance, and personal injury litigation. Steve is a Costs Assessor, Review Panellist and member of the Costs Assessors Rules committee. He sits on ACAT, the National Sports Tribunal and is a Personal Injuries Commission mediator. Steve has mediated with many of Australia’s leading lawyers and advises parties seeking to negotiate agreements in contentious and non-contentious circumstances.
Christopher Dale OAM
Chris was initially admitted to practice in Victoria and thereafter in each of the other Australian States and Territories. He has extensive experience in all areas of Commercial Litigation and Alternative Dispute Resolution, Arbitration and Mediation and Insolvency and Reconstruction and Taxation Litigation. He has practised in all Australian States and Territories, and conducted cases in all Court levels in those jurisdictions as well as the Federal Court and High Court. He has also conducted cases in miscellaneous Australian Administrative Tribunals. Chris is a Commercial Litigation Specialist with the Law Institute of Victoria and a qualified mediator.