ENGAGING YOUR INTERNAL CLIENT

COURSE OBJECTIVES
This class introduces company lawyers to the concept of internal client engagement. The course highlights preparation, understanding client needs, and developing presentations that recognise each professional’s individual strengths. Client Engagement skills and concepts are developed through the use of case studies and role-plays within the legal context.

PREREQUISITE
Intermediate level in English.

PLACE OF TRAINING
Virtual Classroom

TOTAL DURATION
15 hours

YOUR CONSULTANT – TRAINER
Dr. Michael Rodriquez has over 10 years teaching undergrad and MBA students. In 2018, he won the Best Teaching Innovation award for Cross Cultural Role Play Simulation. He has a PhD from Stevens Institute of Technology and was an Associate Professor at SKEMA- Raleigh, NC. He currently lectures at Campbell University MBA and NC State University. Drawing on his significant sales experience, he will use techniques to overcome the challenges of company lawyers to provide innovative and creative legal solutions.

PROGRAM CONTENT
• Meeting and identifying needs of the client.

• Review three levels of questions: Exploratory, Probing and Digging Deeper.
• Discuss why we stop at just “Probing” Stage.
• Provide a deeper dive into the process of objection handling and facilitate exercises on handling objections.
• Discuss how to “connect” unique solution to client needs through a tailored message and creating a sense of urgency.
• The importance of storytelling.

CERTIFICATION
ECLA will issue a certificate to each participant at the end of the course indicating the exact hours of training.

Choose your track

  • 30 September 2021
  • 7 October 2021
  • 14 October 2021
  • 21 October 2021
  • 28 October 2021
  • 4 November 2021
  • 11 November 2021
  • 18 November 2021

(You can select your favoured schedule during checkout)

More schedules are currently planned and will be communicated shortly. Get informed

ENGAGING YOUR INTERNAL CLIENT

1.195,001.695,00

Discount for ECLA Members*
Discounts for large groups and individual company packages can be arranged – please contact: info@ecla.eu

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CONTACT DETAILS
Teresa Kunz, academic coordinator
+32 2 808 54 56, teresa.kunz@ecla.eu

*ECLA Member: You must be an in-house counsel and individual member of an ECLA national member association. For the list of national member associations please visit www.ecla.eu