At a time when client loyalty is being tested and economic pressures 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
August 29, 2018 | 11:30 a.m. - 1:00 p.m.
Networking: 11:30 a.m. - 12:00 p.m.
Program: 12:00 - 1:00 p.m.
Holland & Knight
100 N Tampa St.
Tampa, FL 33602
LMA Members - $20.00
Non Members - $40.00
Note: You must be logged in to the LMA website to receive the member rate. Host firm registrants should select the "Host" option.
Walk-ins are welcome as space permits. Checks made payable to "Legal Marketing Association" will be accepted at the door.
Any cancellations made before August 24th will be fully refunded. All cancellations made after that date will be billed in full.
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Our Speaker Tasneem Khokha:
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.
Tasneem speaks frequently on topics related to business development, sales, marketing, client experience, leadership, diversity and women in professional services. She has spoken at several law schools, including Northwestern Pritzker School of Law, University of Chicago Law School and University of Illinois College of Law.
Tasneem is Vice President of the Alumni Board of the University of Chicago, which cultivates engagement of the worldwide University of Chicago alumni community. Tasneem graduated from the University of Chicago Law School and earned her Bachelor’s degree, with honors, from the University of Chicago.
Holland & Knight is a global law firm with more than 1,300 lawyers and other professionals in 28 offices throughout the world. Our lawyers provide representation in litigation, business, real estate and governmental law. Interdisciplinary practice groups and industry-based teams provide clients with access to attorneys throughout the firm, regardless of location.
LMASE Tampa Bay Leadership Contacts: