Building business development skills at Olswang

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Case Study – Firm-wide Business Development Skills Programme

Their Challenge

Legal services are more competitive than ever. Clients expect more, procurement gets involved and some lawyers are being asked to pitch for the first time.

Michelle Elstein, Head of Business Development for Olswang, was clear: “We have a best practice approach to winning in pitch situations and we want to share this approach with all partners to build their confidence and help us win the clients we want to work with.” That was the start of our brief.

Working with Olswang’s Training Manager and Business Development team, we set out to introduce pitch-winning best practice training to their partners.

Our Solution

We created two essential coaching modules for partners: short, sharp sessions for small groups, designed to make an immediate impact on Olswang’s business-winning capabilities.

The first session helps partners create better pitch documents, and the second session gives them the opportunity to rehearse the pitch meeting. Every session is full of practical 2-minute tips that can be applied immediately.

The Result

After working with most of the London partners, the programme was expanded to include all of Olswang’s European offices.

Comments from Olswang partners included: “Useful and thought provoking” “Important broader issues to think about” “Very useful and practical.” “Recommended for other partners”

Michelle Elstein, Head of Business Development said “BBA’s practical expert training is making a real impact with our Partners and Associates. These popular sessions are building best-practice, business-winning skills in our lawyers. This training has contributed directly to new business – including a new FTSE100 client.”

Olswang have gone from strength to strength with many new business wins. We continue to work with their Partners, Associates and Business Development Team.

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