Accounting & Financial Services Engineering & Architecture Executive Search Litigation Support & Law Firms Management Consulting Public Relations & Advertising
Harding & Co, Sales Training for Litigation Support & Law Firms

Sales Training & Coaching for


Litigation Support & Law Firms

Stepping out from under the shadow of a senior partner and developing their own base of business feels daunting to most legal professionals. With limited time, they want to know what actions they can take now that will yield the highest return. Litigation support economists chose their profession based on their strong analytical skills and ability to evaluate complex scenarios. Meeting prospective clients to simply present their credentials with no problem to assess feels uncomfortable. When they hear how others like themselves have cultivated their base of clients, economists tend to initiate new behaviors working on projects to build stronger relationships and to expand their connections. Seeing how clients appreciate their actions motivates them to do more.

Here’s what happens when Harding & Co helps professionals navigate the BD Maze . . .

Industires Background.png
 

Rob’s Story…“BD-not my job”


Rob is a PhD economist and Vice President at one of the Top 10 international economic consulting firms. Rob never thought of himself as ever doing sales.  For 11 years he worked on a wide range of complex litigation and anti-trust matters, typically generated by one of the firm’s handful of top rainmakers.  Most of the economists at the firm felt that BD was not their job because they had never been asked to do it. 

Growth for the firm however was dependent on both increasing the number of individuals who could generate revenue and on developing new service areas to further support the firm’s clients, so he was increasingly being asked to “get out more” and source more of his own work.  Rob felt stressed.  He wasn’t sure what would be the most effective approach to be successful.

Working in a team with one of Harding & Co’s seasoned coaches after four months, Rob said, “I have broken down my reticence to call people and have a better idea how to do it.”  He was surprised by his past clients’ receptivity to his calls and willingness to introduce him to their peers. After six months of disciplined outreach, Rob identified approaches that would be sustainable to maintain his market visibility, connection with clients and network growth.

Two years after completing Harding & Co’s program, Rob reported a strong pipeline for revenue and continues to hone his market visibility, often presenting on expert panels and writing articles with his clients.  He has cultivated four core clients and continues to add more strategic clients each year.

 
 
Litigation story image-min.jpg