CGLA Consultants CGLA Consultants ©2003©2003

How To Find and Develop How To Find and Develop New Clients ProfitablyNew Clients Profitably

Master ClassMaster Class

Hosted by Christopher Guy LukeChristopher Guy Luke – CGLA Consultants

CGLA Consultants CGLA Consultants ©2003©2003

What We Will Cover TodayWhat We Will Cover Today

Understanding the sales process

Market planningAccount planning

SalesGenerate awareness

Generate leads

Qualify & influence

The solution

CRM: retention strategy

CGLA Consultants CGLA Consultants ©2003©2003

Master Class ProgramMaster Class Program

MorningMorning

The Sales Process

Market Planning

Awareness

Leads

AfternoonAfternoon

Qualify & Influence

Solution

CRM - retention

This is a practical workshop where delegates are expected to contribute to the discussion

CGLA Consultants CGLA Consultants ©2003©2003

Techniques You Will Techniques You Will LearnLearn

Sales Planning is a highly effective business development strategy that ensures a systematic, measurable and profitable sales process.

It eliminates poor results and budgetary waste associated with so much marketing activity

it is essential that every partner – and all personnel who communicate with clients – understand precisely the step-by-step process by which new business is developed and retained successfully.

SP identifies the key stages in the sales and marketing process so that you can target a specific market sector for the practice’s services, develop and win new business and retain clients profitably.

CGLA Consultants CGLA Consultants ©2003©2003

Why You Should AttendWhy You Should Attend

Sales Planning offers an invaluable strategy template for practice development

It offers a logical and practical process that will enable your firm to focus on the key objectives and tactics for consistently developing, progressing, closing and retaining major new client business

It provides the flexibility to respond to new opportunities, competitive issues and commercial conditions, within a singular strategic focus, to maximize revenue and profits for your practice

CGLA Consultants CGLA Consultants ©2003©2003

Who Should AttendWho Should Attend

Partners

Client Relationship Partners

Business Development Directors & Managers

Business Development Support

CGLA Consultants CGLA Consultants ©2003©2003

ProgramProgram

8.30 am Registration

9.00 am Morning Session

1.00 pm Break for lunch

2.00 pm Afternoon session

5.30 pm Summary and Closure

CGLA Consultants CGLA Consultants ©2003©2003

Christopher Guy LukeChristopher Guy Luke

20 years experience in legal services

Developed Sales Planning with major UK firm in 2002

Skilled coach and mentor to partners

Advised US, UK and Indian law firmsEmail Me For Details

Booking Details