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Asking for Business: Pitching and Closing the Deal A Practical Workshop For New Client Development
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 Export to Your Calendar 3/8/2017
When: Wednesday, March 8 , 2017
11:30 AM - 1:30 PM
Where: Fairfax County Courthouse
4110 Chain Bridge Road
4th Floor Jury Assembly Room
Fairfax, Virginia  22030
United States
Contact: Lance Johnson


Online registration is available until: 3/8/2017
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Presented by the Law Practice Management Section
of the Fairfax Bar Association


March 8, 2017
11:30am-1:30pm
4th Floor Jury Assembly Room, Fairfax County Courthouse

Lunch will be provided!

Asking for Business: Pitching and Closing the Deal

A Practical Workshop For New Client Development


Once an attorney has developed a relationship with a potential client, learned about his or her needs and set up a formal or informal pitch,

how can the lawyer optimize the likelihood of success? This workshop includes:


• A recipe for what should be included in a pitch;
• Effective methods for being persuasive without being pushy;
• Six common approaches to closing the deal and some examples of appropriate language for each;
• Guidelines for having sensitive, service-oriented conversations with prospects who have financial concerns;
• Methods for having respectful, no-pressure conversations when prospective clients are deciding among firms; and
• How to know when to pop the question.

Please note that this workshop is not eligible for CLE credits. It is, however, a practical workshop that is designed to help lawyers of all experience levels bring in new clients.

Cost: $25 for Fairfax Bar members, $35 for non-members

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