KCM
KCM
KCM
KCM
Your key clients are vital to the financial health of your firm — they are also on your competitors’ prospect lists. If you want to retain your key clients and increase the value of your work for them, you need to invest in a key client development program with a proven return on investment. The Cochran Key Client Management Program shows you how to elevate your key client relationships from service provider to trusted advisor.
This program will teach key client teams how to identify the status of your relationships and then enhance them. You will learn to engage clients at multiple levels across different departments, and to build the kind of trust that brings their most complex, mission-critical issues to your door.
Jim Cochran is an attorney and MBA with 20 years of experience training client teams how to be more effective in solving complex legal issues. He has led the Key Client Management program at multiple law firms across the U.S. and in Europe and has trained more than 300 lawyers using the key client management program.
Time
Two days of virtual, hybrid or in-person training
9 months of Implementation Consulting (1 hour per month)
Methodology
Designed for your Key Client Teams (up to 20 partners per cohort), this training uses a team approach to introduce the fundamentals of key client management. The program progresses in complexity as teams use collaborative exercises, firm client analysis, case studies and interactive discussions to advance client development and service delivery.
Skills acquired
- Learning partner competency and building trust
- Conducting successful client needs assessment meetings
- Creating collaborative solutions to complex legal needs
- Proactive Proposals™
- Managing Key Client Teams
- Client Service Program design and implementation