Cordell Parvin Blog Developing the Next Generation of Rainmakers

Major Client Development Tip: Create an Interactive Workshop

Posted in Client Development, Law as a Business

Are you looking for a way to attract potential new clients or become more valuable for your existing clients?

I loved putting together interactive workshops for my construction clients. I know they found it valuable and fun. One workshop I enjoyed creating was a negotiation workshop. It was interesting because everyone in the construction industry thinks they are expert negotiators, but I never ran into anyone who had negotiation training or had even read a book about negotiating.

I thought of this workshop recently when I was boxing up my negotiation books to send to a former colleague.  One of the books I am sending my colleague is Beyond Winning; Negotiating to Create Value in Deals and Disputes. If you haven’t read it, I recommend you get it. I saw this as part of a description of the book on the Harvard Law School Website:

Beyond Winning shows a way out of our current crisis of confidence in the legal system. In this step-by-step guide to conflict resolution, the authors describe the many obstacles that can derail a legal negotiation and offer clear, candid advice about ways lawyers can search for beneficial trades, enlarge the scope of interests, improve communication, minimize transaction costs and leave both sides better off than before.

One of the other books I used to get ideas for my negotiation workshop was 25 Role Plays for Negotiation Skills. I noticed when looking this up on Amazon that the author has created additional role play books. If you want to get a list of the negotiation books in my library that I am giving away, let me know.

For my negotiation workshop, I created a Negotiation Workshop Agenda. I am sharing it with you just to give you an idea of what you might consider if you create a workshop.  I created several role plays. The most extensive was the Paving Case Study and was based on a real matter I had handled. I created many other scenarios. Some were based on reported cases, like the S.J. Groves Case Study.

Ok, this may be helpful for construction lawyers, but what about you? What would you put on the agenda for your clients? What kind of case studies would they find most interesting and helpful? As a lawyer you work on potential case studies every day. Find a few and create an interactive workshop.