Why law firms need sales experts now more than ever with guest, Keith Dugdale
In 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.
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