Building trusted client relationships: Tactics and execution

Develop new skills in client relationships

The importance of strong client relationships to firm growth and profitability cannot be overestimated. This subject focuses on the ‘how to’ in terms of building profile, developing a pipeline of prospects, pitching and pricing to existing and prospective clients and ongoing relationship building.

You will learn how to become a trusted advisor and develop a client management plan.

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

Focus on client-centricity to compete in the ever-changing legal services industry

What do I get when I study Building trusted client relationships: Tactics and execution?

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 management:

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


Building trusted client relationships: Tactics and execution
Building trusted client relationships: Tactics and execution

What will I learn?

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

  1. Develop key actions to build your personal brand and pick the right mix of available strategies
  2. Develop a pipeline system and choose the right balance between reactive and proactive prospecting
  3. Evaluate and choose appropriate price structures and plan strategy for meetings with prospective clients
  4. Develop strategies to become a trusted advisor

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 client 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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