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.
I can follow 'Patrick is an author*' - '
Details of Patrick's
'The Inner Circle Wu Xing' series of novels can be found by following this link.'
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.
“Why you DON’T present a clock to a Chinese Business Associate?”
A one-day, highly interactive course presented by Market Trader Academy which looks at the cultural, historical, legal and economic practicalities of doing business with China.
“Why you DON’T present a clock to a Chinese Business Associate?”
The cultural, historical and legal aspects: Patrick M Dransfield MA, BA Joint Hons.
From 11 th Century BCE to 2024 - a business-minded, historical and practical epic journey on doing business with the Chinese.
“Perceptions and thought-patterns of the past bind living minds.” Sinologist Professor William Jenner
With four decades of working with Chinese people, Chinese law firms and Chinese businesses, Coach, Author and Photographer Patrick M Dransfield provides a lucid, practical and highly entertaining account of what you should know and do (and not do) when conducting business with Chinese people.
Sino International Professional Advisory Councel (SIPAC) - 'Community, Vision & Leadership' - presented by Patrick Dransfield on 26 June 2024:
You will learn about:
Why Chinese food explains EVERYTHING you need to know about China (including a practical course with a Chinese banquet on how to use chopsticks);
10 Vital Dates that have shaped China – from four thousand years ago to 2025;
The crucial difference between ‘Contradictions among the People’ and ‘Enemies of the People’;
How Chinese people think, see the world, see themselves and YOU;
The last thirty-two years of the developments regarding the practice of law in China; and
Current and future business opportunities relating to Chinese-based companies.
About Patrick M Dransfield MA, BA (Joint Hons.) OL
Patrick M Dransfield is a senior business executive in the field of Legal Business Development: he is also a Coach, published Author and Photographer. He holds a Masters Degree in Chinese History, Politics and Anthropology from the School of African & Asian Studies (SOAS), University of London, and a Bachelor of Arts Degree (Joint Honours) in English and History of Art from the University of Leeds. Patrick is also a certified Neuro-Linguistic Programming (NLP) and CCE-accredited Emotional Intelligence Coach Practitioner.
Patrick’s experience of living and working as a researcher for the Beijing bureau of Newsweek, associate professor at Beijing Normal University and photographer in China from 1985 to 1986 was transformative and set him on a mission to connect talented, professional people together, especially in China, Asia, the Middle East and United Kingdom. He bases his training and coaching methods on the experience of meeting professionals throughout the world as well as learning from leading sinologists, including American physicist and sinologist the late Stuart R Schram, and Professor Hugh Scogin, lawyer and sinologist at NY U School of Law. Patrick’s professional career includes being Marketing Director, Asia for international law firms Shearman & Sterling and White & Case; Managing Director of Asia Law & Practice, Asia Publisher of IFLR, and board member of the Hong Kong-based subsidiary Euromoney (Jersey) Limited. Among a number of publishing ‘firsts’, Patrick was involved in the publishing of the first legal directory of local and international law firms in China (1997). He was also the architect behind the creation of Pacific Business Press (P B Press)’ In-House Community, which was an active community of in-house professionals numbering over 21,000 across China, Asia, Abu Dhabi and Dubai, S. Africa and United Kingdom.
Patrick is currently based in Abu Dhabi, United Arab Emirates. He is a Trainer at Market Trader Academy and also Non-Executive Director and Senior Advisor to Sino-International Professional Advisory Council and the co-founder of the Managing Partners’ Club – an international, by invitation, group of senior lawyers across Asia, Middle East and Europe. Patrick’s publishing career began with Haymarket Publishing in the United Kingdom.
Praise for Patrick M Dransfield
“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).
“Patrick Dransfield is widely recognised as an innovator in the legal profession across Asia and the Middle East.”
Robert Lewis, Chairman of Sino-International Professional Advisory Council.
“The 1980s were a prelude to the China we know now. That perspective gives an immense poignancy to Patrick M Dransfield’s outstanding collection of photographs from China in 1986… We are all the luckier for seeing them through the deeply empathetic lens that Patrick brought to Beijing in 1986.”
Rana Mitter OBE FBA, US-Asia Relations Chair at Harvard Kennedy School, USA.
“Patrick Dransfield is an active participant as well as a recorder of the modernization of China. We Chinese should thank Patrick for what he recorded for posterity in 1986, and remember who we were, and are.”
Xiao (Robert) Chen, partner of DeHeng law firm, resident in Beijing.
Services
The key to growth and continuity.
Download brochure here
Services for legal services providers
Defining the Competitive Advantage and Purpose of the legal service provider
Utilizing the tried and trusted ‘The 7 Steps Programme’ to provide bespoke, coherent, consistent and ‘ground-up’ Business Development & Marketing solutions.
The 7 Steps of Business Development & Markting Programme:
1. Macroeconomics
2. Evaluation of the (legal) market opportunity
3. Matching your Firm’s strengths to market needs
4. Defining your Firm’s key competitive advantage
5. Identifying & targeting key clients and prospective clients (including the 12 Reasons clients buy legal services)
6. Relaying the message
7. Getting the business
Click here to view the article on “The 7 Steps Programme”.
Business Development (BD)
Strategic BD Review, Planning, Implementation and Measurement
- Existing and Potential Client Review and relationship expansion
- Managing Partner Plans
- Legal Provider Plans
- Practice Group Plans
- Individual Lawyer Plans
- BD Department Plans
- Direct Sales Assistance, including potential Client Introductions
- Sales Training
- Executive Coaching
Marketing
Strategic Marketing Review, Planning, Implementation and Measurement
- Marketing materials creation, production and dissemination
- Training on key points of Marketing
Communications & Events
Encapsulating Communications & Events within a defined and coherent programme
Implementing and Measuring Directory & Ranking Submission
Identifying, and winning key Industry Awards
New Media – including Webinars: training, creating, inviting, hosting and follow-up
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
Services for legal services providers
Defining the Competitive Advantage and Purpose of the legal service provider
Utilizing the tried and trusted ‘The 7 Steps Programme’ to provide bespoke, coherent, consistent and ‘ground-up’ Business Development & Marketing solutions.
The 7 Steps of Business Development & Markting Programme:
1. Macroeconomics
2. Evaluation of the (legal) market opportunity
3. Matching your Firm’s strengths to market needs
4. Defining your Firm’s key competitive advantage
5. Identifying & targeting key clients and prospective clients (including the 12 Reasons clients buy legal services)
6. Relaying the message
7. Getting the business
Click here to view the article on “The 7 Steps Programme”.
Business Development (BD)
Strategic BD Review, Planning, Implementation and Measurement
- Existing and Potential Client Review and relationship expansion
- Managing Partner Plans
- Legal Provider Plans
- Practice Group Plans
- Individual Lawyer Plans
- BD Department Plans
- Direct Sales Assistance, including potential Client Introductions
- Sales Training
- Executive Coaching
Marketing
Strategic Marketing Review, Planning, Implementation and Measurement
- Marketing materials creation, production and dissemination
- Training on key points of Marketing
Communications & Events
Encapsulating Communications & Events within a defined and coherent programme
Implementing and Measuring Directory & Ranking Submission
Identifying, and winning key Industry Awards
New Media – including Webinars: training, creating, inviting, hosting and follow-up
Patrick holds a Masters Degree in Chinese History, Politics and Anthropology from the School of African & Asian Studies (SOAS), University of London. Patrick’s experience of living and working as a researcher for the Beijing bureau of Newsweek, associate professor at Beijing Normal University and photographer in China from 1985 to 1986 was transformative and set him on a mission to connect talented, professional people together, especially in China, Asia, the Middle East and United Kingdom. He bases his training and coaching methods on the experience of meeting professionals throughout the world as well as learning from leading sinologists, including American physicist and sinologist the late Stuart R Schram, and Professor Hugh Scogin, lawyer and sinologist at NY U School of Law. Among a number of publishing ‘firsts’, Patrick was involved in the publishing of the first legal directory of local and international law firms in China (1997).