THE NEED

As top law firms adapt to the advancements of AI, junior associates will be handling more advanced work. This will often lead to more direct contact with members of the client’s team. Without coaching, they will likely limit their diligence calls and other client conversations to a mechanical review of their checklist. Essentially, they will miss opportunities to display curiosity and commercial empathy by engaging in more comprehensive talk and build a stronger relationship between the client and the firm.

WE CAN HELP

Our coaches will help participants to acquire the skills that they need to effectively engage in conversations that impress the client. In this highly interactive workshop, they will learn by practicing enhanced skills with another associate and by coaching from our experienced instructors. The workshop will include:

• Benchmark Role Play – uncover what each associate is and is not including in a typical client conversation.
• Communication Styles – ensure that they adapt their approach to interactions to the preferred style of each individual client.
• Listening Skills/Commercial Empathy – emphasize that every client interaction should include showing a true interest in the client’s needs, challenges, and hopes.
• Research Before The Call – how a junior associate can best prepare for each call.
• Final Role Play – repeat the same role play as at the start to incorporate the skills presented in the seminar and compare to the benchmark in tone and content.

HOW WE WORK

This is not a lecture course! Participants will spend most of their class time in coached exercises and role plays.

OTHER DETAILS

• Typically delivered as a 90-minute session
• Designed for up to 20 participants with two instructors
• Available in person or virtually