Attorneys Attend the FOCIS® Business Development Workshop

April 18, 2025
Phil Krone

Is your firm seeking new ways to improve your client base? Were you a top-performer in your law school class who realizes that business development is a dimension of your job that you weren’t really prepared for? Are you interested in finding a very precise method for tackling the complicated process of persuading prospects to select your firm over competition? Would you like to shorten the business development cycle and reduce the time required for new attorneys to become cost effective? Do you need to learn and become comfortable with consultative selling skills?

Overview: The FOCIS® 16-hour seminar/workshop (four half-days, typically spread over 2.5 months) combines an exploration of consultative selling and discovery theory with the development of specific skills to accomplish your goals. The course is customized to work with your own challenges and areas of expertise. A 115-page workbook supplements the in-class learning. The course is offered in open session for individual attorneys or in closed session at the law firm. Limit 10 per class.

Firms may schedule additional sessions beyond the base level to develop strategy for a particular opportunity or receive in-field coaching. Mastery of the skill of marketing discovery and consultative selling will help build a stronger client base at your firm.

Highlights:

  • Learn why 20-30% of attorneys produce 70-80% of new business
  • Discover why traditional sales training is not effective in your marketplace; and how to respond when prospects attempt to commoditize your offering
  • Learn to cross sell into other practice areas
  • Discover how the big firms win “beauty contests” when competing for major cases
  • Discover ways to get the day to day work at clients who now are only giving you the major transactions
  • Learn the best ways to convey expertise and trust to prospective clients
  • Become more comfortable with business development
  • Reduce pressure on fees

Who should attend:

Top “rainmakers” as well as those struggling to bring business into the firm; those who want to become more selective about their client base; associates working to become partner; attorneys who wish to improve the protection of their intellectual property during the business development process.

Philip Krone has been an active marketing professional since 1972. He is president of Productive Strategies, Inc. , a ten person management and marketing consulting firm that helps firms define and reach their growth objectives. Krone graduated from Duke University with a BA in Psychology and holds an MBA from Northwestern University’s Kellogg Graduate School of Management. Krone has spoken before many groups and published articles and commentary in diverse marketing areas inlcuding The Five Levels of Marketing, Managing Sales Reps, and FOCIS® Selling. PSI has helped hundreds of attorneys at 15 different law firms improve their business development skills. He has also helped law firms win major new accounts.

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