Photo by Patrick Dransfield
Photo by Patrick Dransfield
The Business of Law Training
Strategic business development Workshops, provided by Patrick Dransfield, MA, BA (Joint Hons.)
Patrick has over 23years of experience building and hosting forums and platforms for in-house counsel, and over 18 year’s experience of working within international law firms, at a senior and director level, managing their business development and marketing strategies.
This unique range of experience and combined industry knowledge in Asia, the Middle East and London enables him to provide strategic training, consulting services and reports to firms and organisations active in the corporate legal sphere.
Bespoke Workshop 1
Proactive Business Development Training for Lawyers
Introduction
Having worked with lawyers for nearly thirty years, Patrick is adept at helping them individually unlock the secrets of successful business development for themselves and thus empowering lawyers at all levels to become true ambassadors of their respective law firms. These are essential life skills essential for today’s lawyers, whether in-house or in private practice, which are not taught at law school.
Utilising his vast experience of sales and business development gained at Haymarket Publishing Ltd. and also Euromoney / Institutional Investor, Patrick has proven to be a Master Coach for lawyers he has worked with, both in residence as the Director of Marketing and Client Relations at Shearman & Sterling, White & Case and Alsuwaidi & Company, and also with such legal behemoths as ZICO Law (now KPMG South Asia), ACCRA in the Philipinnes and Yulchon in S Korea.
Lawyers are not the most natural of sales people, but in this world of declining client loyalty, it is essential that lawyers learn how to feel natural but also effective as Activators, building proactive business development networks and learning to effectively share information and valued introductions. This series of courses is both enjoyable and highly approachable but has demonstrably improved the ability of lawyers at all levels to be effective business developers, providing them with bespoke and targeted techniques guaranteed to not only increase their confidence in themselves, but also their ability to become effective business developers.
Proactive Business Development Training for Lawyers Session 1 – Telephone and Networking skills
Detailed Schedule – a half-day intensive, practical and interactive Workshop for ideally 4 lawyers where the basic skills of effective client development and sales as well as the strategic sense of law firm and personal differentiation and competitive advantages are learned and reinforced.
Proactive Business Development Training for Lawyers Session 2 – Direct Presentation Skills
Detailed Schedule – a half-day intensive, practical and interactive Workshop ideally for 4 lawyers where participants previously prepare a Direct and Personal Client Pitch session. The Indvidual Lawyer pitch performances are recorded and then played back to the Group. Lawyers then redo their pitch presentation to ensure that lessons are learned and they gain greater confidence in direct pitch delivery. This is ideal for the rehearsal of a particularly challenging and important Team Panel Pitch and has been battle-tested.
Bespoke Workshop 2
The 7 Steps Business Development and Marketing in the emerging markets of Asia and the Middle East for law firmsFor: Managing Partners, Partners and Marketing Executives
The challenge for lawyers today is to be business generators as well as providers of legal expertise. If you attend The Seven Steps: Business Development and Marketing for law firms you will be better equipped in your professional life and more enlightened as to how the tools of marketing and business development can be applied to your own practice …
The ‘7 Steps Business Strategy for law firms’ Workshop that Patrick provided ACCRALaw was very enlightening. The Workshop provided numerous insights and updated our partners on current developments concerning the state of legal practice and business development initiatives of law firms and other players in the region and beyond. My fellow partners (including our founding partners, no less!) were delighted to hear Patrick’s insightful comments.” Enrico de Guzman, Managing Partner, ACCRALaw
Bespoke Workshop 3
‘IF You Could Stand Inside My Shoes’ – What General Counsel Truly Want From External CounselFor: Managing Partners and PartnersA frank and interactive discussion, including presentations on:
The results of the 2014 billion dollar+ GC Survey;
Quantitive analysis of locations in Asia and the in-house communities there-in;
Analysis of local, regional and international external providers;
Practical ways that External Counsel can improve their service capability; and
‘Thinking, fast and slow’ – what is wisdom and how to deliver it.
Accolades
Clients include:
ZICOLAW: - Patrick provided a half-day training session on ‘The 7 Steps’ to ZICOLAW’s head office in Kuala Lumpur on June 14, 2016. This was followed by participation as a Trainer on a Weekend Retreat for the entire firm, including all regional offices during ZICOLAW’s ‘30th Anniversary’ Bootcamp on Sunday December 3rd, 2017 in Malaysia. Other Trainers providing training were Trevor Faure, the SMARTER Legal Model; and Stephen Revell, Regional Managing Partner - Asia, Freshfields Bruckhaus Deringer.
“The ZICOLAW network of law firms were active supporters of Pacific Business Press’ In-House Community in various locations and ‘The 7 Steps’ presentation that Patrick provided to our senior partners in 2016 provided insights for a systematic approach to law firm business development. We continued to work with Patrick at our network bootcamp retreat in 2017 where ‘The 7 Steps’ presentation stimulated a great deal of constructive discussion. Patrick joined a panel of senior thought leaders on the important character traits that young lawyers are required to cultivate to have a successful and fulfilling career. His comments resonated with the young lawyers in the room.
Patrick’s amenable manner, business acumen and highly original approach to issues concerning law firm management and client development provided a fresh approach to legal practice business development.”
Hanim Hamzah, Asia Pacific’s Regional Leader for Legal Services, KPMG (former Regional Managing Partner for the ZICOlaw Network).”
Utilising his vast experience of sales and business development gained at Haymarket Publishing Ltd. and also Euromoney / Institutional Investor, Patrick has proven to be a Master Coach for lawyers he has worked with, both in residence as the Director of Marketing and Client Relations at Shearman & Sterling, White & Case and Alsuwaidi & Company, and also with such legal behemoths as ZICO Law, ACCRA in the Philippines and Yulchon in S Korea.
Patrick M Dransfield is the publisher of ‘Life & Death of a Dotcom in China’, published by Asia Law & Practice in 2002:
Praise for ‘Life & Death of a Dotcom in China’:
“A 'must read' for anyone interested in learning about Internet in China" -- Shao Yiba, founder and CEO, Eachnet.com
"A gripping tale of life in the Internet world in China" -- Daniel Mao, COO, Sina.com
"Excellent insight into the dotcom gold rush in China" -- Jonathan Hakim, IandI Asia
"Takes you inside the hearts and minds of Internet investors and entrepreneurs" -- Victor Koo, Senior Vice President, Sohu.com
https://www.amazon.in/Death-Dotcom-China-Graham-Earnshaw/dp/9629360810
Praise for Managing Partners’ Club
"It is an honour and a pleasure for me to be counted as a member of the MPC. I especially enjoy networking with peer managing partners from various major centres of international law - from Beijing to Dubai, and many cities in between.”
Dang The Duc, Managing Partner, Indochine Counsel (Vietnam)
"I am delighted to count myself a member of the Managing Partners’ Club. The MPC is a trusted and secure environment for senior partners to not only share with but most important of all – to LISTEN to their peers in a secure environment. People at the top are lonely, they too need guidance, direction and experience sharing- who better than the peers? A secure sharing and debating platform utilizing the latest in knowledge-sharing techniques for senior private practice lawyers did not previously exist for Asia and Middle East- based senior private practice lawyers and so I was delighted to join the MPC when it first launched in Q1 2021 and have joined all the scheduled calls this year. It has become a close knit circle of friends too who we can call without hesitation.. I am looking forward avidly to our continued discussions in 2022!"
Nishith Desai, Nishith Desai Associations