Personal Business Generation Coaching - Provides fee earners with skills vital to theirs and the firm's success in business generation and client development. Through one-on-one coaching with instructor, each fee earner acquires needed business generation skills unique to that individual. Follow-through, an often-missing ingredient in fee earner business generation success, is supported through either regular face-to-face contact or a combination of e-mail and telephonic communications between fee-earner and instructor.

Personal Business Generation Coaching covers the following skill sets:

Identifying the highest and best use of fee earner business development time (comfort level activities vs activities that generate new business);

Overcoming resistance to initiating prospective client contact;

Identifying and qualifying realistic new business prospects;

Creating rapport and chemistry during initial contact with individuals;

Reviewing best Internet information sources for new business purposes;

Establishing business dialogue;

Understanding client services purchasing criteria;

Making an effective new business marketing call;

Converting qualified prospects into clients;

Confidently and comfortably asking for business;

Increasing client satisfaction;

Videotape exercise: Making an effective new business marketing call.

Number of Participants: One fee earner per session.

Session Length: Depends upon needs of individual participants - normally a minimum of 90 minutes per session.

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