Description
In today's competitive marketplace, early and continuous discussions around fees can be the difference between a long-term client relationship and a one-shot opportunity gone bad. Sadly, despite its critical importance, pricing is often one of the most overlooked steps in the client development and relationship management process. The stakes are simply too high for attorneys and their firms to ignore the myriad alternative fee structures and the ways in their competitors are already using them to win loyal clients.

In this workshop, you will learn about alternative fee structures including the pricing strategies that are most appropriate for your specific situation. In addition, you will discover the many ways in which pricing strategies are currently being used to forge long-term client relationships. Most importantly, you will learn how to initiate fee discussions, listen to client needs and fairly allocate risks and rewards so that you can achieve a proper balance between client satisfaction and your own profitability.

	Topics Covered		You Will Learn to:
	The importance of pricing in client relationships Overview of alternative pricing structures Understanding and assessing risk vs. opportunity Best practices in pricing Initiating pricing discussions Identifying client needs Developing mutual trust and value Negotiation/overcoming price objections Gaining internal buy-in and acceptance for new price structures The relationship between internal operations and new pricing structures		Use your pricing expertise as a competitive advantage Focus on the best opportunities Overcome client objections Tailor pricing to meet client needs Achieve a proper balance between client satisfaction and your own profitability Win acceptance of new pricing structures from colleagues and partners Properly align firm operations with new pricing structures Develop mutual trust with your clients Increase your clients' perception of value Use pricing to forge profitable, long-term relationships

Development
Our development process is built around the wisdom and experience of legal and business development experts. This ensures that our training programs meet the high standards that our clients demand while ensuring that the content and delivery is beneficial, relevant and practical for your organization. Learn More!

Customization
Our flexible program design allows for increasing levels of customization at the workshop, module and content levels. From video taped role playing exercises, participatory lectures and team presentations--to client specific case studies, group competitions and essential skills tests, we design our programs to meet your specific requirements. Learn more!

Performance Measurement
Our thorough, four-step approach to program planning and performance measurement helps ensure that you get the training you want and the results you expect. Learn More!

Schedule a Workshop TODAY!
We will schedule our training programs at times, dates and locations that fit the business demands of your organization.