At a time when client loyalty is being tested and economic pressure for law firm profits are at an all-time high, lawyers are challenged to find a way to get premium rates when clients are demanding cost reduction. This program is designed to shift the focus from pricing and efficiency to value and effectiveness. Participants will learn from market research why law firms are losing sales pitches and how to implement innovative and proven techniques to sell value that deepens relationships, increases profitability and differentiates firms from their competitors.
In particular, this workshop will address:
- The good and bad news about selling premium
- Why and how to shift the paradigm to selling value
- Proven best practices for selling premium and selling value
- Specific tools and tactics for sales execution, pursuit and closing that improve the chances of winning new business
June 20, 2018 | 11:30 AM - 1:30 PM
Haynsworth Sinkler Boyd, P.A.
1201 Main Street, 24th FL
Columbia, SC 29201
Parking is available in the attached public parking garage, access on Lady Street.
LMA Members $20
Prospective Members $40
Note: You must be logged in to the LMA website to receive the member rate.
Walk-ins are welcome as space permits. Credit cards or checks made payable to "LMA" or "Legal Marketing Association" will be accepted at the door.
Any cancellations made prior to one week in advance of the event will be fully refunded. All cancellations made after that date will be billed in full. Registrations may be transferred, however price differences between member and non-members will be billed accordingly.
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About Our Presenter
Tasneem K. Khokha has spent more than 15 years in the professional services space working with lawyers and other professionals to grow their businesses and helping firms make the most of their relationships with their clients, their talent and their recruits. Prior to joining GrowthPlay, Tasneem was a partner and the Director of Marketing at Katten Muchin Rosenman, where she led the firm’s marketing and business development team.
Tasneem previously practiced law in the corporate department of Latham & Watkins, where she represented publicly-traded and privately-held companies in mergers, acquisitions, and securities offerings, and in the restructuring group of Kirkland & Ellis, where she represented corporate debtors in bankruptcy planning, negotiation, and litigation. Before her career in law, Tasneem was an event planner in the University of Chicago’s student life office.
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