Baltimore Local Group

Navigating the Pitch: How to Influence a Prospective Client to Engage

August 15, 2018 | 12:00 PM - 2:00 PM

Presenter:
David Ackert, M.A.

LMA’s Baltimore Local Group will participate in a webcast screening appropriate for a wide array of audiences, including the lawyers within your firm. Consider utilizing this presentation as a way to provide high-quality legal marketing and business development education to the attorneys in your firm.

When meeting with a prospective client, how do you introduce yourself so that your services pique their interest? How do you pitch yourself and your firm so that you sound more compelling than your competitors? And how do you win their business? In today’s crowded and highly competitive market, clients are sophisticated. They want more than assurances. They are no longer satisfied with pedigree and reputation. But they do engage when they hear a compelling pitch. This requires not only an understanding of their business, but a facility with the practical and emotional drivers that influence the client’s decision making process. In this interactive program, you will improve your facility with the six distinct phases of a business development dialogue. They include:

  1. The Introduction (or Elevator Speech)
  2. Building Rapport
  3. Identifying the Client’s Business Pain Points
  4. Proposing a Reasonable Solution
  5. Overcoming Client Objections
  6. Asking for the Business

The program will also cover the follow-up techniques required to secure business from undecided prospects.

Location:
Baker Donelson
100 Light Street
Baltimore, Maryland 21202
Photo I.D. required at building lobby

Cost:

LMA Members Early Bird (through August 12th) $25.00
LMA Members Late Registration (beginning August 13th) $35.00

Prospective Members Early Bird (through August 12th) $45.00
Prospective Members Late Registration (beginning August 13th) $60.00

Note: You must be logged in to the LMA website to receive the member rate.


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Sponsored By

Thomson Reuters

About the Presenter:

David Ackert_circleDavid Ackert, M.A., is the President of The Ackert Advisory and business development mentor to thousands of high-achieving professionals in the legal, corporate, finance, and accounting sectors. Over the past two decades, David has developed and implemented revenue acceleration programs for hundreds of firms around the globe, many hailing from the top of the Am Law list. Widely recognized as a pioneer in business development innovation, David is the founder of Practice Boomers, a business development e-learning program and two-time winner of the Legal Marketing Association’s “Your Honor Award.” He is also the founder of Practice Pipeline, the leading pipeline management software platform.

David has authored five white papers and dozens of articles on business development. His work has been published and quoted in numerous business books and media, including the Los Angeles Times, the National Review, the Daily Journal, the Wall Street Journal, Voice America, Attorney at Work, The Recorder, and the Los Angeles Business Journal. He regularly keynotes at partner retreats and industry trade conferences. He serves as a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and at the UCLA School of Law. David holds degrees from Carnegie Mellon University, Ithaca College, and University of Santa Monica, from which he earned a Master’s in Psychology.

Important Information

REGISTRATION:
The LMA event management tool requires logging into your www.legalmarketing.org account to receive member pricing. Simply click the registration link above, select "Register Using Your Member Account" and follow the login prompts.

If you do not remember your username or password, select "Username and/or Password Help", enter the email account associated with your LMA membership, and follow the prompts.  Non-members may also create guest logins.

WALK-IN POLICY:
Walk-ins are welcome as space permits. Cash or checks made payable to "LMA Mid-Atlantic Region" will be accepted at the door. NO credit cards accepted.

CANCELLATION POLICY:
Unfortunately, we cannot accept credit cards at the door. Any cancellations made before August 12th 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.