Building trusted client relationships: Strategy and practice design

Subject Information

Building trusted client relationships is becoming a strategic focus for legal organisations. This subject introduces students to marketing and business development tools and strategies to help students better understand client’s buying behaviour, maximise business development opportunities and improve their legal organisation’s profile, positioning and evolve competitively.

Subject commences: Monday 18 February 2019

building trusted client relationships feb

This subject has now closed. Please let us know if you would like to be advised of the next intake.

Call Zara Khan today on 02 9965 7174 or email

What you get when you study this subject:

Credit into the Master of Legal Business

Blended Learning


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

About This Subject


this subject is ideal for those working in any legal services industry context including marketing and business development leaders/executives, lawyers, general and practice managers, in-house counsel, head of legal operations or any type of legal business advisory role.


This subject can provide credit into the Master of Legal Business if the assessments are completed satisfactorily. The Master of Legal Business will be accredited in the first half of 2019.


  • Rainmaking
  • The right attitude and mindset
  • How and why clients buy
  • Practice focus and positioning


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

  1. Select relevant styles of rainmaking and the right balance between offensive and defensive marketing
  2. Analyse self-limiting beliefs and constraints to business growth and develop the right mindset for success
  3. Assess client needs, value drivers and buying behaviour to evaluate the keys to long term relationships
  4. Select target markets and the right practice development strategy
  5. Prepare a positioning statement and a practice management development plan.


This is a blended, six week subject. It consists of four online modules, a two-day workshop, and assessment.

The mode of instruction includes self-paced study with practical activities or discussion forums, case study analysis, presentations and interactive workshops.


  • 40% Workshop participation
  • 60% Practical assignment


We recommend that you allow 9-10 hours of study per week for self-directed online learning and activities. However, you will need to devote additional time for workshops, assessment tasks and preparation.


It is assumed that you have a law degree, or other bachelor’s degree plus at least three years’ experience in a legal or quasi-legal environment.

*Earn 10 CPD points towards satisfaction of your CPD requirements. However, you may still need to complete some mandatory CPD. You should check the requirements in your state with your local law society.


Please contact us regarding future intake dates for this subject. 

Your Teaching Fellows

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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Join the Waiting List or Receive More Information

This subject commenced in February 2019, but you can still register your interest to join the waiting list, or ask us a question about the subject.