Recently published
articles by Kate Fleming
1. How can Lawyers be effective at winning new
work?
This article looks at how Partners and
Fee Earners can become effective at winning new work by:
- reaching the clients who really count
- reviewing where partners and fee
earners go wrong
- identifying the skills needed in order
to sell
- developing the techniques to identify
& develop their clients needs
- includes a review of the SPIN®
Questioning Model
NEW LAW JOURNAL September 24 1999
Please send me a FREE copy of the Article
2. Beauty Parades: a strategic approach
With more firms chasing new clients, each
other's clients and trying to retain the existing ones, the beauty
parade is too potent a selling opportunity to waste.
This article looks at how to avoid the
common pitfalls and how firms can turn the evaluation process to their
advantage.
NEW LAW JOURNAL January 14 2000
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copy of the Article
3. Practical Tips on how to profit from
Seminars, Business Functions & Social Events
Winning business at seminars and social
functions - why you need a strategic approach.
AXIOM June 2000
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4. Your Meetings - worthwhile or
wasteful?
Some partners, fee earners and
support managers spend up to 40% of their time in meetings. Multiply that
by their hourly rate to see how costly these meetings can be if not
managed effectively!
This article provides some
practical insight into getting the most out of meetings.
MANAGING FOR SUCCESS December 2000
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copy of the Article
5.
Stand your ground
If you are in a so-called
'Support Role' within the professional services sector - for example marketing,
training, human resources, or IT the chances are that you will have found difficulty at some time in your career, in obtaining cooperation or commitment from your firm's Partners or Fee Earners.
Today more than ever, in order to achieve many of your day-to-day tasks and longer-term objectives, you will need to be proactive and effectively influence your Partners, Fee Earners and colleagues in other departments. Requests for involvement or commitment may be met with in-action, silence or worse still acute scepticism. You need to make sure that you well equipped to achieve your objectives and prove your worth to your firm……..
And the key to much of this lies, in the way in which you exert your influence.
This article reveals the areas
to concentrate on in order to make your influence felt.
AXIOM January 2002
Please send me a FREE copy of the Article
6.
Understand how your clients buy your services - and win more business
In this article on essential
sales skills, Kate Fleming introduces the SPIN buying cycle to show how
clients make decisions when buying high value services.
Effective Consulting Vol 1 No 6
Jan/Feb 2002
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copy of the Article
All articles are
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