Getting The Business You Want
Strategic Relationship Management for Lawyers

Thursday | March 31, 2005 | 3:00 p.m. - 6:00 p.m.
Reception to follow

Boston Bar Association
Conference Center
16 Beacon Street
Boston, MA 02108


Co-sponsor: BBA Solo & Small Firm Section

Make your network work for you by using the latest techniques in relationship management. 

Strategic relationship management can help you use your network to generate the business that will make your career more enjoyable and rewarding.  This program will teach you the latest relationship management techniques to increase time spent serving the people who will help propel your career.  Learn from Larry Stybel and Maryanne Peabody of Stybel Peabody and Associates -- their expertise is utilized by 11 of 15 of Boston ’s largest law firms.

I.    Identifying the people you want to serve and how you can serve them

• Techniques you can use to identify people and companies you truly enjoy serving.
• Find the market that will respond to you. Learn how you compare to others and how to define yourself to suit the market you want.

II.    Developing a professional association strategy

• Why you should seek to dominate two associations.
• Committees you should volunteer for and why.
• Manage the cocktail party with a mission.

III. Making yourself stand out from the crowd

• Differentiate yourself while retaining your professional image. What is the on-going dynamic tension between differentiation and integration within the legal profession and how can you manage that tension?
• Describe what you do: function, value or paradox.

 IV. Cashing in on your network

• All contacts are important but some are more important than others: apply the 80/20 rule in relationship management.
• The third link in the network chain produces better results than the first. Learn why.
• Generate new clients and opportunities. Learn about Fritz Heidiger’s theory of cognitive balance and how it can help you.  

Presenters

Dr. Laurence J. Stybel and Maryanne Peabody
Stybel Peabody and Associates

Stybel Peabody has been selected “Best in Class” in the Massachusetts Lawyers Weekly Readership Preference Survey for the last four out of four years that the survey has been conducted.

Program Prices

$70 - BBA Member
$115 - Non-Member

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