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Asking for Business: Pitching and Closing the Deal A Practical Workshop For New Client Development
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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

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Presented by the Law Practice Management Section
of the Fairfax Bar Association

March 8, 2017
4th Floor Jury Assembly Room, Fairfax County Courthouse

Lunch is included in the cost to attend!

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.


About the Presenter
Anna Rappaport, J.D., PCC, is the founder and principal of Excelleration Coaching, LLC. She is a former lawyer with 16 years experience coaching attorneys on leadership, teamwork, and business development. Anna coaches both American and international attorneys to create business development plans suited to their strengths and preferences, find the time and energy to implement these plans, and perfect their communication so as to make the best use of their precious non-billable hours. She is a member of the ABA’a Law Practice Magazine editorial board and the ABA Women Rainmakers. She received a J.D. from The George Washington University Law School and a B.A. in Political Science from Tufts University. Anna can be reached at or on Twitter @CoachAnnaDC.

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

$15 Law Student Members

$35 for Non-Members

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