Customer Comments
The Return On Your Training Investment
When individual lawyers and law firms commit their billable time and dollars to training designed to enhance business development skills, they expect high returns on their investments. Although it is easy to describe the many benefits of our “Selling Skills for Attorneys” course, the best evidence of the value of what we offer is the direct experience of the many attorneys who have participated in our training programs. A selection of their written comments follows. A list of representative clients is presented below.
Comments From Clients And Course Participants
“During these past years, I have benefited immeasurably by your practice development advice and counsel. The lawyers of our New York and Washington offices have taken your “Selling Skills for Attorneys” training and we have consulted with you regarding specific business development and client relations matters. During this time, we have expanded our practice and attracted new business from new and existing clients. I now approach the marketing of our services with more confidence. — It is a pleasure to recommend you as an advisor to law firms to assist them in marketing their legal services. I would be happy to discuss my experience in working with you with any organization that is considering engaging your assistance.”
Thomas J. Whalen, Esq.
Washington, DC
“Having previously offered both complete and condensed versions of this course and evaluated participant comments over the past four years, we are convinced that this communications methodology works and that the skills this training teaches are the foundation for every lawyer’s success in our challenging legal marketplace.”
Lawrence Center, Esq.
Executive Director, CLE
Georgetown Univ. Law Center
“You have made a believer out of this former Fortune 500 company General Counsel. My past experience simply did not prepare me for my present journey into independent business development. In fact, your relentless deprogramming of my prior attitudes and assumptions has been as fundamental to my new selling skills as have been the many strategies and techniques you suggested. I am pleased to report that my billings for this month are already at a level which if sustained will make my venture an unqualified success. — I would be delighted to recommend your services to lawyers or firms seeking to hone their marketing/selling skills and acquire new clients.”
George O. Petty, Esq.
Berkeley, California
“The best description of the training I can give is that it helps lawyers to change the entire paradigm in their approach to potential clients. . . . For instance, I went on a business development trip to Mexico during a break in the program last week after completing two days of Peter Jenkins’ course. Result—on Thursday, I landed a client by simply following the strategy I learned in the training.”
C. Stokes, Esq.
San Antonio, TX
“I now realize that the Selling Skills course offers a significant competitive advantage for our firm and that I need to ask you to refrain from offering your course to other firms in Hampton Roads. In summary, your course has changed our firm dramatically and immediately. My perception is that we have achieved an advantage over our competition. Once again, thanks.”
John A. Lynn
Director of Administration
Norfolk, VA
“It was amazing how much the course covered in three days. The interpersonal techniques and strategies I learned are proving helpful in all walks of life — professionally and personally. In my practice, I’m finding the tools useful in creating enormous insight as to the needs, wants, and outcomes desired by my clients. I’m listening and communicating better. . . . Thank you again. The training was great!”
M. B. Cohen, Esq.
Dallas, TX
“The most important and useful thing I learned in the training was how to elicit another’s values, beliefs, rules and desired outcomes. I use this every day and I really am a better lawyer to my clients as a result.”
J. B. Wright, Esq.
Dallas, TX
“Our arrangement includes scheduled weekly training/personal coaching sessions, supplemented by reading assignments you provide, as well as “on the spot” calls from me to address new business development issues as they arise. As you know, I am already seeing very positive results from my recent client development efforts and am certain that I will continue to see an expansion of my practice. More importantly, thanks to your good counsel, I have new-found enthusiasm and confidence in promoting and selling myself to prospective clients. You have helped me to clarify my business development goals, I now have a game plan to follow, and I am more self-assured in my marketing efforts. Even some of my partners have noticed and commented on the difference in my attitude and actions.”
Katherine B. Posner, Esq.
New York, NY
“The insights I gained in the ‘Selling Skills for Attorneys’ training apply to more areas of my professional life than just client development. The models, tools, and strategies introduced in the course will help my career prospects soar. The training was fantastic! Not a moment was wasted.”
M. Woloschuk, Esq.
Washington, DC
“Comments received from program attendees reflected the usefulness of the material. I was especially impressed with the verbal comments I received after the program. My impression from participants was that they found the program very useful and presented in such a way that it was interesting to learn and would stay with them. I personally sat through the entire program and have implemented many of your suggestions into my own professional and personal life. I found the material enlightening and effective.”
Tobin J. Brown, CLE Administrator
Utah State Bar
“Your [selling skills] program…was excellent. It brought together several important marketing and communication concepts in a readily understandable way. I have…already used some of the interpersonal techniques you suggested with positive results.”
Robert J. Wager, Esq.
Washington, DC
“Your program ‘Rainmaking: From Prospects to Clients’ was excellent. I strongly recommend this training to all attorneys who want to be more successful in their rainmaking efforts. … I enjoyed learning different techniques that I can use to become more visible and attract more clients, and I feel that, as a result of [this] course, I have much better insight for defining the best approach to take in promoting my legal services to targeted clientele. … Even beyond these specific benefits, what I liked most about your program was the inspiration it offered.”
Janet Gilbert Ricciuti, Esq.
Alexandria, VA
“I particularly enjoyed the instant results obtained from family/friends as I practiced the course techniques.”
E. Ransleben, Esq.
Fort Worth, TX
“I would like to take this opportunity to commend both [of] you on the presentation and content of your rainmaking course. … I believe there is a prevailing need for lawyers to become more skilled in business…. Most lawyers [think] that business will come to them merely because they are competent attorneys. This is simply not true. As more and more lawyers inundate the market place, the need for marketing skills increases, and your course should help many attorneys more effectively compete. Good luck and keep up the good work!”
Steven A. Thomas, Esq.
Baltimore, MD
“I wanted to write and tell you how much I enjoyed your ‘Rainmaking’ program offered…at the Georgetown University Law Center. I found the psychological aspects of client development covered in your course to be very interesting and I look forward to putting them into practice.”
Richard K.A. Becker, Esq.
Washington, DC
“I now have a much better understanding of something I have been observing for many, many years. The best technical lawyers are almost never the best salespeople. [The training] has given me labels and approaches to communication patterns I have watched in action by some of my partners who have this down to an art. . . . Thank you—you’ve changed the way I feel about the importance of communication skills!”
D. Ryan, Esq.
Dallas, TX
“I particularly liked learning about interpersonal communication methods and dynamics, how to influence others through asking questions, and how to address and make use of emotions involved in selling legal services.”
P. Ridley, Esq.
Dallas, TX
“I found your presentation very effective and practical because you dealt with the personality and psychological aspects of successful rainmaking.”
Walter J. Smith, Jr., Esq.
Washington, DC
“This is a belated expression of appreciation for the ‘Rainmaking’ program you so capably presented to our senior attorneys and engineers last fall. … Your focus on the concepts of ‘Professional Congruency’ were extremely valuable, and very helpful to the professional development of all who participated in the program. The message not only had direct application in client development, but also was relevant to interpersonal relationships among co-workers (partners, associates and all non-lawyer staff).”
Stephen B. Hazard, Esq.
Hartford, Connecticut
“I have a journalism/communications background which has been repressed by my legal training. “Selling Skills for Attorneys” re-introduced as well as taught me new skills for effective listening and communication. I appreciated the practical tools and solutions you provided and was also impressed by the ethical emphasis of the training.”
K. Goggin, Esq.
Dallas, TX
“I have been around my share of truly talented rainmakers in my 15 years of practice. While they could give some helpful tips, I have never understood exactly what they did, how it worked, or why it worked. This training was an exceptional experience. In contrast to other books, lectures, etc., on this subject, this was the first material I have seen in which the personal relations, resource, and listening skills are linked together in a “unified” approach to client marketing and development. The training is particularly helpful in moving lawyers away from the self-centered, advocate approach to client development. It teaches us to seek out and work towards what motivates the client’s decision to buy.”
C. Stokes, Esq.
San Antonio, TX
“[What I particularly liked about the program was] focusing on the motivational drivers operating in the decision process of legal and professional clients. [The training] made order out of bits and pieces of what may be known and felt to occur [in retaining legal services]; it gave a structure to identify what to do, and how to do it, from one step to the next, and next, until you reach your objective. If I had known this information 25 years ago, I would have been a better trial lawyer and negotiator, in addition to being a 100% better rainmaker.”
R. Prather, Esq.
Dallas, TX
“(The course) enhances not only the ability to develop new client relationships, but also to pre-qualify them in advance so that there will be a win-win relationship. Thank you for introducing me to ‘Selling Skills.’ I want you to know the training has really made a difference.”
K. Burgchardt, Esq.
Dallas, TX
“We all learned a great deal, which I am trying to practice when I meet prospective new clients. I had the opportunity to use mirroring and closing skills today and think I did well. My prospect even agreed to take the next critical step with me, and it was exciting to see the new skills work.”
D. Winterbottom, Esq.
Dallas, TX
“The training has provided me with a methodology to improve my relationships with my clients – past, present, and future. The program was presented in a logical manner that helped me to understanding some of the forces driving the decision-making process that pertains to all people.”
C. Gausvik, Esq.
Washington, DC
“I liked the fact that the skills are applicable globally; they go far beyond just getting and retaining clients. I feel I have a better sense of what it means to be other-centered/client-centered. The active listening technique I learned 10 years ago has a whole new meaning.”
A. Weissman, Esq.
Washington, DC
“I particularly like the practical applications of the general principles. The principles are fairly obvious, but often overlooked. The real value for me was in the concrete suggestions as to questions to ask, how to respond to objections, etc.”
D. Meier, Esq.
Washington, DC
“[I appreciated] the practical nature of the training – that it crosses all aspects of life, personal and professional, [and offers] some very fundamental ‘truths’ about people. I think the model will be very helpful to me.”
S. Cobb, Esq.
Washington, DC
“Looking at selling skills from a ‘professional,’ methodical way was helpful. I was [not aware] of the psychology/science aspects [of effective communication]. Focusing on this, and practicing the skills, will be helpful. ”
B. Coberly, Esq.
Washington, DC
“The program helped me focus on others, which is hard for lawyers to do. I know that there are many capable lawyers in my field . . . But somehow I feel empowered—as if I’ve been given access a secret code—that I now have a sense of security and direction in current client relations and prospective ones, feelings that I know many of my colleagues would envy.”
J. Ginsburg, Esq.
Washington, DC
“I particularly liked the exercises. . . . The personal value here is high. I’ve tried out the techniques with great success.”
C. Hoshall, Esq.
Washington, DC
“This course offers practical suggestions on how to build strong personal relationships with clients and prospects. The course not only tells you what you should do to win new clients, but gives you specific suggestions on how to go about it. You end up thinking differently about the practice of law and how to build your practice.”
Marshall S. Wolff
Washington, DC
“What I found particularly valuable about this training is that it gives insight to the psychological dynamics which occur between parties in a sales setting. It also brings home the importance of really focusing on your client’s wants and needs, rather than on the services you’re trying to sell. What’s particularly great about the course is that it goes beyond surface thinking to uncover what really drives the decision to purchase legal services. It delves into things that rainmakers do naturally but don’t consciously recognize. — I would be glad to speak with anyone in greater detail about my experience, what I learned, and what I’m doing differently now in terms of my own practice development.”
Harry M. Glazer, Esq.
Washington, DC
Representative Clients
Peter Jenkins has trained over 2500 attorneys how to market and sell themselves effectively in today’s highly competitive legal marketplace. Among others, his training and coaching clients have included attorneys and practice groups from the following firms:
Baker & Hostetler Brouse McDowell
Bryan Cave CIGNA Corporation
Gardere Hunton & Williams
Kaufman & Canoles K&L Gates
McGuireWoods Miller Nash
Squire Sanders Thelen
For Further Information
Please contact — Peter Jenkins, Esq., President, LawPartnering, Inc.; phone (928) 776-4600 or email peter.jenkins@LawPartnering.com.