Building trusted client relationships: Strategy and practice design

Build strong client relationships

The importance of strong client relationships to firm growth and profitability cannot be overestimated. This subject takes a strategic approach and provides insights from the client perspective.

The subject is led by Joel Barolsky, professional services strategy consultant.

Access the latest thinking about client buying behaviour

What do I get when I study Building trusted client relationships: Strategy and practice design

A subject in or credit towards the Master of Legal Business

Blended Learning


Taught by Joel Barolsky

Becoming a rainmaker by playing to your strengths

An interview between George Beaton and Joel Barolsky (Teaching Fellow) discussing rainmaking in the legal industry



Who is this subject designed for?

This subject is ideal for those responsible for

  • Client relationship managers and directors
  • Business development managers and directors
  • Managing partners
  • Practice managers


Building trusted client relationships: Strategy and practice design
operational-excellence-operations and continuous-improvement

What will I learn?

On successful completion of the subject, students will be able to:

  1. Evaluate and pick preferred rainmaking styles and identify your signature competencies
  2. Identify and critically analyse self-limiting beliefs and select resources to develop the right mindset
  3. Analyse a client’s decision-making processes and evaluate the keys to long term relationships
  4. Prepare a practice development plan including target markets and a positioning statement


A Student's Perspective



Your 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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