Why law firms need sales experts now more than ever with guest, Keith Dugdale
A Legal High with Graham Seldon
Release Date: 12/04/2019
The Law Firm CX Factor
A Legal High with Graham Seldon
Welcome back to A Legal High. In this episode host, Graham Seldon, is joined by George Beaton and Jon Huxley, who give their insights on CX for legal firms including:
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Why comms isn't the poor cousin of marketing with Sharon de Bomford
A Legal High with Graham Seldon
As a marketing discipline, communications is often the poor cousin in law firms, relegated to the back corner while the favourites, BD and client relationship management take centre stage. But this view of communications is outdated. Used strategically, communications is a critical element of any marketing, BD or client campaign.
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Ready, Sector, Go, with guest, Darren Milo
A Legal High with Graham Seldon
Our guest on this episode of A Legal High is Darren Milo who shares his experience on:
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Why law firms need sales experts now more than ever with guest, Keith Dugdale
A Legal High with Graham Seldon
In episode 4, Graham Seldon interviews leading sales coach, Keith Dugdale.
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What SME Legal Clients Need & Want with guest, Brett Moore
A Legal High with Graham Seldon
Move beyond providing transactional technical legal advice to really thinking deeply about meeting the long term needs of clients is the advice from NAB's Customer Executive for Professional Services, Brett Moore.
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Lean in and Be Counted with guest, Joel Barolsky
A Legal High with Graham Seldon
Build your leadership and influencing skills is the advice to BD&M professionals from our guest, Joel Barolsky, Managing Director of Barolsky Advisors.
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The Art & Science of Winning Work with guest, Sara Miller
A Legal High with Graham Seldon
In this podcast Graham interviews Baker McKenzie's Pitch and Pursuits Excellence, Senior Manager – Asia Pacific Leader, Sara Miller.
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Performance Anxiety with guest, Ray D'Cruz
A Legal High with Graham Seldon
In this podcast, Graham Seldon talks to CEO of Performance Leader, Ray D'Cruz about what drives a high performance law firm. Performance Leader works with professional services firms by providing technology and consulting to help them build vibrant feedback cultures.
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Pride in Law with guest, Michael Bidwell
A Legal High with Graham Seldon
In this episode, Graham Seldon interviews Michael Bidwell, who at the age of 26 years old has achieved so much as a lawyer, Pride in Law activist and Editor of The Legal Forecast.
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Why random acts of coffee are a waste of time with guest, Lisa Leong
A Legal High with Graham Seldon
In episode 5, Graham Seldon talks to CEO of the O10 Group and host of the ABC's radio program, This Working Life, Lisa Leong.
info_outlineIn episode 4, Graham Seldon interviews leading sales coach, Keith Dugdale.
Through is work as a consultant to firms globally Keith has noticed:
- Firms getting squeezed on price
- Clients being less loyal to one firm
- Services being commoditised through AI (particularly in the USA)
- Firms tendering for business when there is no existing relationship
To help firms and BD teams address these challenges, Keith and Graham discuss:
- Why it is absolutely critical that law firms invest in trained business development experts to coach fee earners
- How to add more value to justify the price
- How BD and marketing professionals can use basic account management processes on lawyers, not just clients
This is quite a long discussion (40 mins) but Keith has a wealth of experience for you to tap into.
We hope you enjoy listening.