ResultsPath®
Converting Partners' High-Potential Contacts Into High-Margin Clients
How Do Lawyers Benefit Individually? Increased Confidence Knowledge plus skill equals power. Having the skills to leverage knowledge makes lawyers more comfortable in any type of client interaction. When they have an opportunity to sell, they'll recognize it, they'll know what to say (and what not to), and when and how to say it. Increased Productivity Lawyers cite "time" as the single biggest obstacle to selling. Well-trained lawyers generate greater revenue at higher margins out of the same amount of client contact. Better Client Service Probing skills enable lawyers to understand their clients' real needs and focus their efforts on the issues of greatest value to the client. Income Security and Growth Compensation schemes and committees now place increasing emphasis on business origination for compensation and profit points. The ResultsPath program increases law firm fee revenue and profit by educating, training and coaching lawyers in the professional selling skills it takes to develop client business in a competitive market. Continue...
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