How to Become a Rainmaker in Your Firm
Most legal firms tend to have one or two rainmakers whom others look to with amazement and respect as those who can “build relationships and win work”, Often, when asked “how” they do it, they struggle to articulate exactly what it is that they do. Over the years, working in law firms, Ben Paul and Elizabeth Petersen have observed several of these rainmakers and have decoded what they do and how they do it. In this session they will share with you the “secrets” of how to become a rainmaker. 228N71
Description
Attend and earn 1.5 CPD units in Professional Skills
This program is applicable to practitioners from all States & Territories
To have a successful practice or law firm, you need to have a sustainable stream of clients. This means that you not only deliver great work but also have in place a system for regularly winning new work. Discover the skills you need to help you to become a rainmaker.
- Understanding your personal brand and your value proposition
- Top 5 LinkedIn tips for lawyers to help grow your contacts and practice
- Why you need a BD plan and a contacts list
- Why you need a BD discipline, including building a BD plan to the time you can commit and how to do effective BD in 3 billable units
- How to have a purpose-led client meeting
- How to understand a client and build rapport with them
- How to build trust, rapport and how to position yourself to win work
- Why follow-ups are the key to success and how to do it
Presented by Ben Paul, Founder and Director, and Elizabeth Petersen, Associate NSW, The BD Ladder
Presenters
Ben Paul
Ben Paul is the founder of The BD Ladder, a BD and marketing consultancy specialising in providing practical advice to lawyers and professional services firms. He has over 20 years’ experience in providing sales and marketing advice. He has worked in BD roles in several professional services and law firms. Prior to establishing The BD Ladder, he was the BD & Marketing Director at one of NZ’s leading law firms and oversaw their successful rebranding to Dentons Kensington Swan. Ben provides regular BD coaching and skills sessions to his clients which help them to grow their practices. One of his key strengths is that he brings active change to the way things are done, so that his clients can achieve the results that they aspire to.
Elizabeth Petersen
Elizabeth Petersen is The BD Ladder’s Associate for NSW based in Sydney. She has over 20 years’ marketing and business development experience, gained in Australia and Greater China while working in senior roles in top tier law firms. Prior to joining The BD Ladder, Elizabeth worked in leading international law firms including Mallesons Stephen Jaques and Ashurst in their Hong Kong offices and leading independent Australian law firm Gilbert + Tobin and most recently, she had led the business development and marketing function for McCullough Robertson in NSW. A main strength of hers, is the ability to bring clarity to marketing campaigns and formal RFP responses. This clarity and focus on the winning messages, enables her to deliver successful outcomes for those she works with.
Venue
Legalwise Seminars - Pitt Street
Level 11 70 Pitt Street
Sydney 2000 NSW
Australia
Parking information:
Parking not included in you registration. Here are some options below.
Secure Park 20 Bond Street - click here for rates
Wilson Park 1 O'Connell Street - click here for rates
Wilson Park 31 Bond Street - click here for rates
Directions:
Nearby Public Transport:
Train Stations - Wynyard 400m OR Martin Place 500m
Bus Interchange - Clarence Street 450m
Ferry - Circular Quay 1.2km