When it comes to choosing a professional adviser most people gravitate towards people they like so what do you need to do to develop your own personal likeability?
4 BEST ways to turn sales emails into phone discussionsTom Mallens 📈 💯
How to write effective emails that translate naturally into sales conversations on the phone.
This PDF is for Birmingham sales people, MDs, managers, sales managers, directors and business owners committed to successful selling.
Tom Mallens
A-Player Sales Team Development in Birmingham and the Midlands
Coaching. Consulting. Training >>> People. Processes. Plans
Tel: +44 (0)121 222 5590
Buy Button or Back Button: How Website Writing Can Engage – or Deter – CustomersTom Tortorici
Good web design is really important, but it's the writing determines whether people looks closer, or look elsewhere. Explore 13 interesting insights that help you truly connect with readers.
You can't market private client services? Oh yes you can and this special report covers a variety of proven marketing and business suggestions for private client practitioners.
28 tips patent and trade mark attorneys can use to win more work from existin...Douglas McPherson
When it comes to marketing and business development the default setting is often 'new client acquisition'. However it may be easier to win work from the clients you already have ...
Here are 28 tips to make cross-selling, up-selling and more selling a little bit easier.
4 BEST ways to turn sales emails into phone discussionsTom Mallens 📈 💯
How to write effective emails that translate naturally into sales conversations on the phone.
This PDF is for Birmingham sales people, MDs, managers, sales managers, directors and business owners committed to successful selling.
Tom Mallens
A-Player Sales Team Development in Birmingham and the Midlands
Coaching. Consulting. Training >>> People. Processes. Plans
Tel: +44 (0)121 222 5590
Buy Button or Back Button: How Website Writing Can Engage – or Deter – CustomersTom Tortorici
Good web design is really important, but it's the writing determines whether people looks closer, or look elsewhere. Explore 13 interesting insights that help you truly connect with readers.
You can't market private client services? Oh yes you can and this special report covers a variety of proven marketing and business suggestions for private client practitioners.
28 tips patent and trade mark attorneys can use to win more work from existin...Douglas McPherson
When it comes to marketing and business development the default setting is often 'new client acquisition'. However it may be easier to win work from the clients you already have ...
Here are 28 tips to make cross-selling, up-selling and more selling a little bit easier.
28 tips solicitors can use to win more work from their existing clientsDouglas McPherson
All too often for solicitors the default when it comes to marketing and business development is 'new client acquisition'. It's actually easier to win more work form your existing clients and here are 28 tips to help you get started.
guys get the most from your testimonialsGUY FLEMMING
Customers testimonials help establish trust because they come from someone who has direct experience with your product. Thanks to the heavy hands of marketers, consumers place more trust in testimonials than they do in most other marketing messages. They believe that the average person is “like them” and isn’t offering the recommendation with an ulterior motive, which is what makes them incredibly powerful. Asking your customers to submit a testimonial to your Web site doesn’t have to be a painful process. In fact, you should be working several natural ways into everyday business.
With both the individual barristers and Chambers to promote, marketing The Bar has never been easy.
In this special report we look at how barristers, clerks and Chambers can make their BD and marketing more effective ... and more cost-effective.
The not so secret service rules for the modern the barrister magazineDouglas McPherson
More and more barristers are engaging in client service review programmes but what do they achieve? What will you learn from talking to your clients? And how will that insight benefit Chambers?
7 costly mistakes to avoid when networkingStuart Walton
It is a fact that companies who do not network are missing on a rich stream of new contacts and business that can make them more successful & profitable
It can also help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
The other fact is that many people who do network make mistakes which can cost them winning new business.
Now we all make mistakes. So what can you look out for and how can you maximize your networking activities by avoiding these costly errors?
10 DO's and DON'Ts in Customer Service for Hotels and RestaurantsBam Ramirez
Today, I would like to take you to the basics and share with you a short and clear list of customer service essentials. Most of them are fairly common knowledge, and they won’t take you much effort
to follow, but still they are absolutely critical to ensure you perform your job professionally and serve your customers right.
32 Marketing Tips That Never Go Out of StyleRich Brooks
Tired of chasing the next “big thing” in marketing? Maybe it’s time to get back to basics.
It’s that time of year again. All the prognosticators are telling us what’s coming next. All the “10 Marketing Trends for 2015″ posts. All the advice to make you nervous that you’re falling behind.
But the truth is, the more things change, the more they stay the same.
So, in the spirit of uncovering timeless strategies, we asked 32 of our all-time favorite marketers to share with us their best tips that never go out of style.
OK, we included ourselves, but that’s just because we wanted to rub shoulders with these luminaries.
Is your “evergreen” marketing tip in this list? If not, make sure you share it in the comments below.
How could a blog boost your profile and win you work?Douglas McPherson
In this special report we explain the benefits lawyers and accountants will see if they start blogging. And to help get you started, we also look at where you can get your ideas, how to structure your blogs and how to get the maximum exposure once you start promoting them.
25 things law firms must remember when implementing their marketing planDouglas McPherson
Having a solid marketing and business development plan is a good start but law firms won't feel the benefit until that plan is put into practice so here are some practical tips to help you successfully implement your marketing/BD plan.
Here is the first chapter of my new book 'Package, Position, Profit: How to build a legal practice the 21st Century wants to buy'. If you like chapter 1, the book is available to buy from https://www.ark-group.com
Formal procurement is becoming more and more prevalent within the professional services but how do you create seriously persuasive tender documents? Here is a free sample of our special report that looks at exactly that.
Treasure island downbranding a service offering to appeal to the mass market ...Douglas McPherson
If you manage the set-up in the right way and ensure there is a distance from your main brand, fixed price/commoditised off the shelf services can deliver.
25 things law firms must remember when implementing their marketing planDouglas McPherson
Putting a marketing plan together is the easy bit for law firms; implementing the plan is the hard bit.
Here are 25 tips to help you make implementing your marketing plans easier, quicker and more effective.
10½ ways patent attorneys in europe can make themselves more attractiveDouglas McPherson
The exchange of work between patent and trade mark attorneys in different countries is mainstay of the IP industry. But how can European attorneys make themselves more attractive to UK and US attorneys?
In 2020, the Ministry of Home Affairs established a committee led by Prof. (Dr.) Ranbir Singh, former Vice Chancellor of National Law University (NLU), Delhi. This committee was tasked with reviewing the three codes of criminal law. The primary objective of the committee was to propose comprehensive reforms to the country’s criminal laws in a manner that is both principled and effective.
The committee’s focus was on ensuring the safety and security of individuals, communities, and the nation as a whole. Throughout its deliberations, the committee aimed to uphold constitutional values such as justice, dignity, and the intrinsic value of each individual. Their goal was to recommend amendments to the criminal laws that align with these values and priorities.
Subsequently, in February, the committee successfully submitted its recommendations regarding amendments to the criminal law. These recommendations are intended to serve as a foundation for enhancing the current legal framework, promoting safety and security, and upholding the constitutional principles of justice, dignity, and the inherent worth of every individual.
Car Accident Injury Do I Have a Case....Knowyourright
Every year, thousands of Minnesotans are injured in car accidents. These injuries can be severe – even life-changing. Under Minnesota law, you can pursue compensation through a personal injury lawsuit.
ALL EYES ON RAFAH BUT WHY Explain more.pdf46adnanshahzad
All eyes on Rafah: But why?. The Rafah border crossing, a crucial point between Egypt and the Gaza Strip, often finds itself at the center of global attention. As we explore the significance of Rafah, we’ll uncover why all eyes are on Rafah and the complexities surrounding this pivotal region.
INTRODUCTION
What makes Rafah so significant that it captures global attention? The phrase ‘All eyes are on Rafah’ resonates not just with those in the region but with people worldwide who recognize its strategic, humanitarian, and political importance. In this guide, we will delve into the factors that make Rafah a focal point for international interest, examining its historical context, humanitarian challenges, and political dimensions.
WINDING UP of COMPANY, Modes of DissolutionKHURRAMWALI
Winding up, also known as liquidation, refers to the legal and financial process of dissolving a company. It involves ceasing operations, selling assets, settling debts, and ultimately removing the company from the official business registry.
Here's a breakdown of the key aspects of winding up:
Reasons for Winding Up:
Insolvency: This is the most common reason, where the company cannot pay its debts. Creditors may initiate a compulsory winding up to recover their dues.
Voluntary Closure: The owners may decide to close the company due to reasons like reaching business goals, facing losses, or merging with another company.
Deadlock: If shareholders or directors cannot agree on how to run the company, a court may order a winding up.
Types of Winding Up:
Voluntary Winding Up: This is initiated by the company's shareholders through a resolution passed by a majority vote. There are two main types:
Members' Voluntary Winding Up: The company is solvent (has enough assets to pay off its debts) and shareholders will receive any remaining assets after debts are settled.
Creditors' Voluntary Winding Up: The company is insolvent and creditors will be prioritized in receiving payment from the sale of assets.
Compulsory Winding Up: This is initiated by a court order, typically at the request of creditors, government agencies, or even by the company itself if it's insolvent.
Process of Winding Up:
Appointment of Liquidator: A qualified professional is appointed to oversee the winding-up process. They are responsible for selling assets, paying off debts, and distributing any remaining funds.
Cease Trading: The company stops its regular business operations.
Notification of Creditors: Creditors are informed about the winding up and invited to submit their claims.
Sale of Assets: The company's assets are sold to generate cash to pay off creditors.
Payment of Debts: Creditors are paid according to a set order of priority, with secured creditors receiving payment before unsecured creditors.
Distribution to Shareholders: If there are any remaining funds after all debts are settled, they are distributed to shareholders according to their ownership stake.
Dissolution: Once all claims are settled and distributions made, the company is officially dissolved and removed from the business register.
Impact of Winding Up:
Employees: Employees will likely lose their jobs during the winding-up process.
Creditors: Creditors may not recover their debts in full, especially if the company is insolvent.
Shareholders: Shareholders may not receive any payout if the company's debts exceed its assets.
Winding up is a complex legal and financial process that can have significant consequences for all parties involved. It's important to seek professional legal and financial advice when considering winding up a company.
Responsibilities of the office bearers while registering multi-state cooperat...Finlaw Consultancy Pvt Ltd
Introduction-
The process of register multi-state cooperative society in India is governed by the Multi-State Co-operative Societies Act, 2002. This process requires the office bearers to undertake several crucial responsibilities to ensure compliance with legal and regulatory frameworks. The key office bearers typically include the President, Secretary, and Treasurer, along with other elected members of the managing committee. Their responsibilities encompass administrative, legal, and financial duties essential for the successful registration and operation of the society.
How to Obtain Permanent Residency in the NetherlandsBridgeWest.eu
You can rely on our assistance if you are ready to apply for permanent residency. Find out more at: https://immigration-netherlands.com/obtain-a-permanent-residence-permit-in-the-netherlands/.
NATURE, ORIGIN AND DEVELOPMENT OF INTERNATIONAL LAW.pptxanvithaav
These slides helps the student of international law to understand what is the nature of international law? and how international law was originated and developed?.
The slides was well structured along with the highlighted points for better understanding .
A "File Trademark" is a legal term referring to the registration of a unique symbol, logo, or name used to identify and distinguish products or services. This process provides legal protection, granting exclusive rights to the trademark owner, and helps prevent unauthorized use by competitors.
Visit Now: https://www.tumblr.com/trademark-quick/751620857551634432/ensure-legal-protection-file-your-trademark-with?source=share
Professional likeability how to develop professional relationships
1. November 2011
Volume 14 Issue 3
www.mpmagazine.com
Superleader
Experiences in managing law fi rms
Client connection
Create a BD retreat led
by general counsel
Funding minefi eld
Negotiate the minefi eld
of third-party funding
Unequal opportunity
The challenges of gender
diversity in Europe
2. Client r BD elationship management
Client likeability
Douglas McPherson discusses how to develop professional
likeability for enduring client relationships
This takes time and not an insignificant
number of questions but, by drilling down
and solving the real issue, you’ll establish
a depth of relationship that will be difficult
for any competitor to break.
Approachability
It’s obvious that you need to be
approachable, but don’t just concentrate
on ‘when’; think about ‘how’.
Early in your relationship, establish
how your client likes to communicate. Is
he a face-to-face person? Does he prefer
email? If more people are involved (all
with their own busy schedules), would
a conference call be better?
Too often, partners dictate
communications based upon their
own preferences – lengthy letters or
meetings in their own offices – but
clients like their advisers to contact
them in the way that they find convenient.
Responsiveness
Do not underestimate the positive effect
which an immediate response has, even
if it’s just a holding email that buys time
to consider the correct approach. With
Frequently, the first thing purchasers
of professional services say they
want from their lawyer, patent
attorney or accountant is professional
likeability. Technical expertise, deep-set
support mechanisms and creative fee
structures lag some way behind a client’s
desire to just get on with his adviser.
Given the nature of professional
service relationships, conversations
between clients and advisers will rarely
be enjoyable or comfortable. This only
underlines the importance of professional
likeability – not only in new client
acquisitions but also in client retention and
cross-selling opportunities.
If you’re worried this is going to turn
into some sort of sandal-wearing self-help
article telling you how to increase your
emotional intelligence quotient and be
kinder to animals, cast your fears aside
– professional likeability isn’t about self-improvement,
it’s about satisfying a primary
client requirement.
Because of the highly technical nature
of the law, too many practitioners still focus
solely on the detail but ignore the delivery,
ignoring the fact the delivery is often the
only part the client really sees.
In the film The Untouchables, Robert
De Niro as Al Capone says: “I come from a
neighbourhood where they say you always
get further with a kind word and a gun
than you can with just a kind word.”
Substitute ‘gun’ for ‘incisive and
decisive legal advice’ and that’s the
definition of professional likeability in a
nutshell. At no point will the necessity to
provide an accurate technical performance
ever wane. Fee earners just need to be able
to provide it seasoned with the level of client
care that will not only make clients come
back time after time, but will also encourage
them to tell their networks why they should
work with the fee earners and their firms.
Recent studies have shown that when
serious mistakes have been made in
hospitals, the doctors who provided high
levels of patient care were more likely
to escape prosecution. Obviously
this doesn’t apply to significant
malpractice, but lawyers should take
note of these studies and recognise
effective bedside manner is crucial
to their legal futures.
In a world where there are
too many law firms for the volume
of work available, the work that is out
there will go to the fee earners that clients
like to work with. On top of that, with
the service proposition of so many firms
looking so similar, likeability can become
a point of differentiation if marketed and
promoted effectively.
Attaining likeability
So how can you attain professional
likeability? There are four key steps.
Empathy
Empathy is a word that’s been worn
to threadbare, but too few fee earners
use it in the right context. Empathy isn’t
sympathy; empathy is the ability to really
understand your clients and the issues
they face.
The longer you take to understand
a client’s circumstances, the easier it
becomes to define the real issue (often
hidden a few layers behind the initial
query), and the more the client will value
your involvement.
40 managing partner, novemBer 2011
3. smartphones and immediate email access
being standard, there’s no excuse to not
get back to a client by return email.
If the primary point of contact is
indisposed, ensure a colleague (preferably
of the same level, as the client will feel
more valued) responds.
Also, ensure all responses are
delivered in plain English and in terms of
‘if I were in your shoes’. Nothing pushes
you up in a client’s estimation faster than
committed jargon-free advice.
Balance check
Once you think you’ve got the balance
right, ask the client.
If you have got it right, ask for a
testimonial. It brings your skills to life in a
relevant way a one-dimensional biography
on your website never will. Prospective
clients (even those referred to you) will find
“Professional likeability isn’t about
self-improvement, it’s about satisfying
a primary client requirement”
you eminently more likeable if they can see
that people from their world have positive
things to say about you.
If you haven’t got it quite right, listen
to and take your client’s advice. The client
will recognise that you’re working hard
for him, which will increase (not damage)
your likeability.
Meeting clients
A common client complaint is that partners
insist on holding meetings in their own
offices. If you’re serious about establishing
likeability, try an alternative approach.
Get out and see clients
Seeing clients on their home ground
underlines your interest in learning about
them and their business – just don’t turn
the clock on as soon as you leave your
office! That’s one thing proven to erode
any likeability which you’ve banked.
Get on with them
Chat. Ask them about their lives, their
business and their interests. Find common
ground. See if there are any introductions
www.mpmagazine.com 41
4. CheCklist: Being liked By Clients
Do
Be empathetic – take extra time to understand your
clients’ unique situations.
Find out how your clients like to be contacted and
stick to it.
Respond with definitive advice.
Respond in plain English.
Get out, get on and get in with clients.
Listen to learn.
Bring out the best in clients.
Don’t
Provide advice based on the first thing you’re asked
or the first thing you hear.
Dictate communications according to how you like
to work.
Offer advice as a string of alternatives.
Send clients lengthy jargon-heavy responses to
their questions.
Always meet in your office (or bill for every minute spent
travelling between your office and the client’s).
Miss out on opportunities where you can help the client
outside of the matter at hand.
Think the matter is all about making you look good in
front of your client.
BD Client relationship management
you could make to other professionals who could help them elsewhere.
This may even lead to a cross-selling opportunity for your firm.
When you are talking to clients, remember the following two
golden rules.
1. Listen to learn. An easy way to be instantly liked is to listen.
Don’t constantly talk about yourself or interrupt. Remember,
most clients often want nothing more than to be heard, and
that is why the most skilled listeners are the most liked.
2. Make them feel special. As Cavett Robert, founder of the
National Speaker’s Association, said: “People don’t care how
much you know until they know how much you care”. The more
you show clients you care about them, the more they will like you.
“A common client complaint is
that partners insist on holding
meetings in their own offices”
Get in with them
Many aspire to the trusted adviser status, but few achieve it. This
is because, all too often, the key steps of going out and seeing
clients and then getting on with them are missed.
Just as it takes time for people to get to know and like you
outside of work, it takes time to build professional likeability. Unless
you invest time in the relationship, you won’t succeed.
The managing partner of a very successful law firm in Scotland
once said that he made his name with a pair of wellies. The client list
he inherited was largely agricultural – a world he knew nothing about
– so he bought a pair of wellies for himself and went out to see them
on their farms. He got on with the clients by taking an interest in them
and, after initial cynicism, got in with them by cementing personal and
professional relationships with them. These have endured, despite the
fact he hasn’t practised law on their behalf for 20 years.
Build confidence
The last step to professional likeability is to always be confident.
People pay handsomely for your advice, so be confident when
presenting it. If it takes a bit more time and a few more questions
to formulate that advice, don’t worry. The client will only see your
willingness to understand his situation, not the extra time spent,
and that too will only add to your professional likeability.
Always remember that purchasers of legal advice want
definitive ‘if I were in your shoes’ advice, not multiple choice non-committal
alternatives.
Finally, as Henry Ford once said, “my best friend is the one who
brings out the best in me”. If you want to be liked, bring out the
best in people.
Invest the time and interest in ensuring you can confidently
provide advice that will both make clients’ lives easier and save
them time, money and hassle. Your professional likeability will be
assured and work will continue to flow in your firm’s direction.
Douglas@tenanDahalf.Co.uk
42 managing partner, novemBer 2011