Building trusted client relationships: Legal Services Strategy & Practice Design

Understand the keys to long term client relationships in Legal Services

Building trusted client relationships is becoming a strategic focus for legal organisations all over the world.

This subject, brought to you by The College of Law, will introduce you to marketing and business development tools and strategies to help you understand client buying behaviour, how to maximise business development opportunities and improve your legal organisation’s profile, positioning and evolving competitively.

This subject will only run once in 2019 - Register your interest below.

Full Price: $3,300.00

Successful client relationships lead to personal and business growth

What do I get when I study Building trusted client relationships?

Credit into the Master of Legal Business

Online and Face-to-Face Learning


Start Date: 18 February 2019
Next start date will be in 2020

Building trusted client relationships in Legal Services

Strategy and practice design

Who is this subject designed for?

This subject is ideal for those working in any legal services industry context including:

  • Marketing and business development leaders/executives
  • Lawyers
  • General managers
  • Practice managers
  • In-house counsel
  • Head of legal operations
  • Any type of legal business advisory role. 

What will I learn?

Building trusted client relationships will allow you to grow your potential as a legal professional.

Our focus is to help you become an expert at:

  • Selecting relevant styles of rainmaking and the right balance between offensive and defensive marketing
  • Analysing self-limiting beliefs and constraints to business growth and developing the right mindset for success
  • Assessing client needs, value drivers and buying behaviour to evaluate the keys to long term relationships
  • Selecting target markets and the right practice development strategy
  • Preparing a positioning statement and a practice management development plan.

Your Expert Teaching Fellow

Joel Barolsky
Joel Barolsky

Joel Barolsky is the Managing Director of Barolsky Advisors, a Senior Fellow of the University of Melbourne and Advisory Board Member of the Centre for Legal Innovation.

He is internationally recognised as an outstanding advisor, facilitator and educator to professional service firms, practice teams and client relationship partners. He is a noted expert in the fields of business strategy, client relationship strategy, marketing, business development and pricing. He is renowned for big-picture thinking and creative problem solving. Joel has been a speaker at numerous industry conferences and is frequently quoted in the professional services press.

Joel has advised over 100 of Australia's leading professional service organisations. Over 70% of his clients are repeat clients or come directly from referrals from existing clients.

For a period of 16 years Joel was a Principal at Beaton Research & Consulting, Australia's leading provider of management consultancy services to professional service firms. Prior to Beaton, Joel was on faculty at the Melbourne Business School and the Wits Business School in Johannesburg. His career commenced with IBM Australia.

For further information check out Joel's blog, his Linkedin profile and his Price High or Low app (iOS).

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Want to know more?

Talk to us about:

  • Your eligibility for the Building trusted client relationships subject
  • What study options are available
  • Interest in the Master of Legal Business program
  • Any other questions you may have about this subject.

Please complete the form below so that we can provide you with tailored information.