Building a Functioning Network of Clients and Referring Lawyers

Course Description

In the world of international trade, there’s simply no substitute for a business network.

Most successful law firms have a network of international clients and referring associates. The relationship between Cyprus lawyers and the international market is one of the main reasons SME’s and large companies choose Cyprus as their business destination.

In Cyprus, we have a plethora of talented and highly qualified lawyers who have the potential to service international clients. However, they lack the skills and knowledge to create an international best friends network that will consistently pay dividends throughout the years.

In many countries, having a local partner is the key to success. It’s important to find partners who understand your prospective customers — including who has the decision-making authority and how they make those decisions.

A diverse business network will help you navigate your way through the international market. It’s a good idea to come up with a strategy so you can leverage your network effectively by mapping out who you know and when to call on them. “A lot of companies just rush to the gate without understanding what their international networks can do for them,”

Having connections in your sector will keep you apprised of global opportunities and offer chances to collaborate with companies that offer complementary services. You might even find a way to align with your competitors in cases where you can team up to offer more bandwidth or products.

Course aims and learning outcomes:

1. To help lawyers build an international network of clients and referring lawyers who can help them build their practice over time internationally;

2. To help delegates to create a personal roadmap of actions needed to build a functioning network of clients and referring lawyers;

3. Learn how to build a targeted network of meaningful contacts who can add value to you and your business goals;

4. To develop the skills to build a strong recognisable brand – both personal and corporate;

5. Focusing on client needs, your strengths and how to leverage sociable media to scale up on limited resources;

6. Learn how to build a best friend’s network;

7. Learn how to develop a strategy around what do you have to offer & what do you have to give?

8. Develop skills and learn the need for focus and consistency;

9. Learn how to develop and execute an international pitch.

Our new project is a course regarding how lawyers and law firms can build a functioning network of international clients and referring lawyers. This course will be provided in conjunction with Global Business Culture in the UK.

Global Business Culture is a UK company whose aim is to enable its clients to work smarter in an increasingly complex global environment by equipping their employees with the levels of cultural fluency which are needed in today’s business environment. They are focused on giving practical input – because all of their work is rooted in the knowledge that effective cross-border working can improve both internal and external efficiencies and therefore profitability. Some of their legal clients include Clifford Chance, Dentons, DLA Piper, Linklaters, Norton Rose, and White & Case (some of the leading law firms in the World).

Global Business Culture and Mr Keith Warburton are at the forefront of training law firms and helping them to emerge on the international stage, having recently aided Pinsent Masons with their internationalization strategy. This course has the direct aim to help lawyers and law firms in Cyprus to reach international clients, learn how to pitch to international clients and create an international network of referring clients. This training will have the direct consequence of securing international business opportunities for Cyprus as a whole. If our lawyers are trained to act and secure business on the World stage, Cyprus as a whole can only benefit.

Mr. Keith Warburton

CEO Global Business Culture

Global Business Culture is a world-leading cultural awareness consultancy, specialising in the field of global cultural differences and their impact on international business operations. They provide the highest quality cultural awareness training and consultancy to an impressive range of leading-edge clients. They have built strong long-lasting relationships with our clients and provide tailor-made, innovative solutions which are designed to help their clients maximise their effectiveness in the global marketplace.

They aim to deliver immediate business-focused benefits to clients which will improve organizational efficiencies and interpersonal relationships.

Raising levels of global awareness within an international organisation is a real challenge – different parts of an organisation have different needs and individual employees are at different levels of development. GBC recognises that in such a complex, quick-moving environment there is no single training solution to address this issue and we have therefore developed a portfolio of learning interventions designed to address the areas of greatest commercial importance.

Global Business Compass is the world’s leading digital cultural awareness learning & development platform bringing you and your organisation the opportunity to boost your levels of global cultural fluency.

Mr Keith Warbaton Bio:

With over 30 years experience working in international roles, he has had first-hand, front-line leadership experience in Europe, the Middle East, Asia and North America.

Keith is a frequent keynote speaker on the international corporate conference circuit and is known for the practical application he brings to these business-critical topics.

In fact, he is often the first person many leading-edge global organisations turn to when they have specific issues around global effectiveness and efficiency.

His consultancy organization, Global Business Culture, specialises in the fields of cross-border working, building a successful business in new and growing global markets and in various facets of hybrid working. They have offices in the UK, the US and India.

His key areas of expertise are:

The impact of global cultural differences on international companies
Building global virtual teams
Working in a hybrid environment
Making international shared-service centres more effective
Global outsourcing and offshoring
Emerging market entry strategy and implementation
Globalization of law firms
Globalisation and higher education
Global strategy & implementation
Digital learning in the cultural space

Location of Training: Four Seasons Hotel, Limassol Cyprus.

Bottles of local still mineral water during the seminar
Morning coffee break ‘BAKE SHOP’. Choice between:

Filter Coffee – Espresso – Nescafe – Tea

Sparkling and still mineral Water

Fresh Juices, Cookies, Apple Crumble and Savoury Pie

Lunch, Finger Food (Hot and Cold)m choice between:

Marinated Greenland Prawns with Avocado Salad

Grilled Vegetables, Parmesan Cheese, Balsamic glaze

Brie Cheese, Fig Marmalade, green Apple and Walnuts

Wrap with Bresaola, Arugula, Pecorino Cheese and Remoulade Sauce

Mixed Garden Greens, Figs, Pomegranate and Pine Nuts Apple with smoked Turkey

Marinated Chicken Souvlaki, Yoghurt Relish Mini Beef Burger, glazed Onions

Sautéed Prawns with Fennel Orzo Crispy-fried Eggplant Fritter

Mini Lamb Kefta, Tahini and Yoghurt

Assorted French Pastries Seasonal Fresh Fruits

One bottle of local beer or one soft drink or one juice per person

Afternoon coffee break ‘FOUR SEASONS’. Choice between:

Filter Coffee – Espresso – Nescafe – Tea

Sparkling and still mineral Water

Fresh Juices, Croissant, Danish Pastries and Muffins

Course Accreditation

Cyprus Bar Association - 6 verified CPD Points

Funding Available

€800 + VAT, payable in 2 installments

Start Date

25/06/2022

End Date

25/06/2022

Dates and Times

Dates: 25/06/2022, Time: 09:00 - 17:00

Course Content

UNIT 1 Building a functioning network of clients and lawyers

1. How to build a targeted network of meaningful contacts who can add value to you and your business goals:

Review of Harvard research into the power of effective network-building for lawyers
Introduction to the 4-key contact model
Group discussions using the 4-contact model in real-life
Personal challenge post-seminar

2. Building a strong recognisable brand – both personal and corporate

Focusing on client needs,
your strengths and how to leverage sociable media to scale up on limited resources

Unit 2: Building a best friend’s network.

1. What do you have to offer & what do you have to give?

Key concepts around building a best friend’s network:
Clarity of objectives
Being honest with yourselves
Tight focus
Effective research
Perfecting the offering
Reciprocity
Ongoing contact

Unit 3: International Pitching

International pitching Converting opportunities is vital. This section looks at some key elements of winning work: -

What do clients want in a pitch in a pitch?
Scoping meetings
how to structure these vital meetings
Developing the pitch
focus on client needs, not yourselves
Pitch materials -
Creating rapport with the client

Final wrap-up and Q&A

Language of Instruction

English

Course Methodology

1. Presentation by the trainer,
2. Practical exercises,
3. A combination of input from the trainer, group work and individual planning sessions,
4. PowerPoint slides,
5. Case studies and,
6. Planning tools

Trainer

Admission Requirements

- Advocates and legal advisors who want to learn the skills to build an international network of clients and referring lawyers,
- trainee lawyers,
- people who have managerial positions in law firms and related services,
- Directors and Managers of AFI’s,
- Fund Managers,
- Directors and Managers of ASP’s,
-Consultants,
-Business managers,
-Accountants,
-Auditors.

Discounts/Offers Applicable

Two or more delegates from the same company will receive 20% discount on the full price.
Please note that no other offers are available for this course.

Who is the course aimed at