Masterclasses / Cursusaanbod
Our Masterclass programmes for the Dutch legal market are delivered in English. On the basis of our extensive experience in the UK and American legal markets we have identified a range of high quality, proven and advanced training programmes. We have tailored and redesigned those programs for the Dutch legal market.
Our Masterclass programmes focus on delivering real behaviour change and improved fee earner performance. Masterclass programmes deliver immediate and lasting change and address the key skils necessary to maintain a competitive edge. All programmes can be further tailored to your specific requirements and needs.
Masterclass programmes address
- Key client focus skills, including skills to win new business and maintain profitability
- Professional expertise
- Personal impact in crucial client-related situations.
Masterclass programmes focus on the "bottom line" results of law firms and deal with individual fee earner performance.
The programmes are specifically designed for fee earners from firms that have a significant level of international work, are part of an international network or who have a growing international client base.
Advanced Presentation Skills
This highly practical half day programme for senior associates and partners will give you the confidence and skills to really influence your audience when you engage with or present to them. You will be able to focus and deliver your presentation in a way that is meaningful to your audience and has business impact.
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Building Client Relationships
This interactive workshop looks at how to build and sustain profitable client relationships. Clients do business with people they like and trust if they are buying high value professional services. A professional’s ability to influence the client relationship occurs in every transaction and communication with the client, and the way this is conducted determines whether the relationship is enhanced or stagnates.
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Competitive selling & differentiation
Research shows that over 50% of buyers of high value services which includes legal services DO NOT select the cheapest solution. Differentiation means finding out the client’s buying criteria– e.g. sector knowledge, online services, international network and then positioning the firm strongly to meet those criteria. Differentiation is about giving clients clear reasons to select your firm in preference to the competition and at the fees you need to charge.
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Drafting in English – best practices
Lawyers are often criticized for their archaic and dense style of writing. Particularly in the English speaking legal world, there is a strong movement towards writing clearly, concisely and in ‘Plain English’. So what are best practices in English legal drafting? This course examines a number of these aspects from the perspective of a non-native English speaker
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Effective Networking
This workshop provides both practical skills and the confidence to apply them. Participants are asked to provide input for certain networking scenarios (breaking into a group, breaking off a conversation and moving on etc.). Scenarios can also address meeting or entertaining clients at a conference, client reception or dinner or, for example, at a sporting event. The aim is to give participants the skills and confidence to maximise the business opportunity in networking situations and provides participants with greater confidence.
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Engaging Presentations
This programme addresses the core skills for public speaking, formal and informal pitching and meetings, either working as an individual or as part of a team. You will improve your presentation skills by focusing on your style of presenting, tone of voice, use of visual aids, body language and handling of (difficult) questions.
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English communication skills for lawyers
Legal professionals need to communicate face to face or on the telephone with clients and other lawyers about issues that are often of great financial and personal consequence. They need to be able to understand the concerns of their clients, to explain complex legal concepts in unambiguous language, to offer appropriate advice and to adopt a suitable level of formality or informality. This course focuses on common language-based areas of miscommunication and offers tactics for reducing the threat.
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English for Legal Secretaries
A legal secretary is expected to possess above-average oral and written communication skills. This course aims to equip legal secretaries and paralegals with the necessary communication skills required in an international, modern-day law firm. This very practical, hands on program is aimed at secretaries whose mother-tongue is not English and who need to improve their overall English communication skills on a variety of levels.
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English Writing Skills
The art of writing is probably one of the most important skills for a legal professional. It is a skill which is acquired through good tuition, application and feedback; particularly if you are writing in a language which is not your mother tongue. This very practical, hands on program is aimed at recently qualified lawyers whose mother tongue is not English. This program takes participants on a journey which explores both their weaknesses and strengths when producing legal texts in English.
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Finding the decision maker
In any high value purchasing decision such as a client’s decision on which lawyers to instruct for a matter or which lawyers to appoint to a panel, there will be a number of people involved in the decision.
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Impact and Influence in Meetings
Meetings are an important part of every fee earner’s working life. The way clients and colleagues see an individual communicate and interact with others, present themselves or lead a meeting, shapes their perception of that individual. This course will help participants to understand the behaviours that contribute to the perception others have of them and it will help them learn how to enhance their personal impact and influence in meetings.
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Intercultural Communication for legal professionals
An understanding and appreciation of different working styles, decision making processes and communication styles is key to building successful business relationships, gaining trust and creating opportunities in today’s global market. This program deals with the specific challenges encountered when working and communicating with people from different cultural backgrounds and equips you with the knowledge and tools to successfully communicate ‘across borders’.
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Introduction to selling
The market for legal services is highly competitive. Just doing a good job is no longer enough to guarantee sufficient levels of work to protect the client relationship from the competition. Every interaction with a client or prospect is a marketing opportunity and a chance to influence the relationship between individuals on both sides and the firm as a whole.
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Winning Business - Pitching Skills
Being successful in meetings and beauty parades! This highly practical programme gives you a process to follow and skills to employ, so that when you meet your client, you can differentiate yourself from your competitors. With our professional actors and extensive use of video, you will play both sides of the meeting - your own firm’s role with a client, and your client’s role with you.
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Working the Room
Seminars and social functions are one of a fee earner’s most valuable business development opportunities and a key activity in the business development programme for professional firms. However, without the right strategy and skills to manage these events professionals may make some common mistakes.
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