Client Engagement and Pricing
Session 4 in a suite of regulatory updates the session will focus on the key issues of how we engage with clients on their first approach – and thereafter – especially with regard to the perennial problem of costs and pricing. For rather too long we have relied on the written word as our means of communication but as adult reading ages decline this may be proving to be too 20th-century. Are there more innovative ways of communicating in the chatbot age? On the question of costs too, are we yet doing enough to explain the bases of our charging policies to the satisfaction of the client, and are they demanding more cost-effective solutions?
Learning Objectives:
- What the rules would have us do
- Key client concerns
- How could we communicate better?
- How could we make clients go WOW?
- What costing strategies do we employ?
- What is the benefit of value pricing as opposed to hourly charging rates?
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Trevor Hellawell
CEO • ExL Practice Development
Trevor Hellawell is a solicitor and legal training and management consultant working with major law firms, local law societies, many legal training providers and other clients. Until going freelance in 1999 he was a full time lecturer with the University of Law, ending his career as a Principal Lecturer at the York Branch. Until recently returning to the freelance arena, he was Head of Law Programmes at BPP.
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