Legal Marketing Association Vancouver Chapter Event 

You still have time to register for the upcoming seminar focused on one of the most crucial issues the legal marketing industry is facing: adding and demonstrating value to your clients. According to a recent Altman Weil survey of Chief Legal Officers, the leading methods they used to control costs were negotiating price reductions from outside counsel and shifting to in-house roles. Richard Stock's upcoming and timely seminar will provide vital information for legal marketers, outlining how to best utilize the following five factors to increase the value that you are able to provide your clients in order to maintain and grow your client roster:  

1. Top 10 Clients: Criteria are offered to analyze a firm's primary corporate and institutional clients for their potential to innovate in service delivery.
2. The Value Proposition: Value is a combination of quality and cost. Quality is a mix of service and results. Propositions will be made on how to apply the value proposition with primary clients.
3. Paying Firms for Value: While most clients experiment with alternative fee arrangements (AFAs) and especially with capped and fixed fees, very few are prepared to reward their firms for their contribution and performance. This last option will be developed during the session.
4. Legal Project Management : Most firms have heard of LPM but few clients are requesting it. An overview will be presented together with the relationship between LPM and AFAs.
5. Persuading Clients and Prospects: A 5-point script will be offered on how best to persuade partners and clients to define the value proposition in measureable terms, to introduce LPM-AFAs, and to secure payment for value from primary clients.

About the Speaker

Richard G. Stock, M.A., FCIS, CMC, is the founding partner of Catalyst Consulting. He has been working with lawyers for 38 years - first as a client representative, then as a COO with a national law firm, and for the last 18 years as a legal services management consultant. His practice is now focussed on corporate / government law departments. Consulting engagements cover the spectrum of business strategy, workload and workflow protocols, organizational issues, law department  performance, and longer term arrangements with law firms. Richard is a frequent speaker at conferences with over 300 presentations to his credit and has published 3 books and over 280 articles. He has completed more than 500 consulting engagements for legal departments, law firms and legal associations in Canada, the U.S., Australia and Europe over the last eighteen years. He has considerable experience in negotiating non-traditional partnering agreements with law firms on behalf of his legal department clients.

This seminar is approved for 1.5 hours of CPD credits.

Thank you to our sponsor: