Digital White Papers

Litigation and Practice Support — May 2015

publication of the International Legal Technology Association

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ILTA WHITE PAPER: MAY 2015 WWW.ILTANET.ORG 36 TALK THE TALK TO GAIN PROFESSIONAL MOBILITY AS LONG AS I DON'T HAVE TO SELL ANYTHING A career in consulting is a career in sales. The two disciplines are never mutually exclusive. Most seasoned and successful legal technology consultants will admit they spend anywhere between 20 and 80 percent of their time doing business development. For a consultant, the greatest skill is the power of persuasion. That ability is usually coupled with a subject-matter expertise, but not always. Business is often developed through a relationship. Other times, being able to compete on price is enough to capture revenue. Sales techniques are not limited to vendors looking to close business with law firms and corporations. Reverse this assumption: Use sales techniques to gain internal buy-in from your client, i.e., your attorneys, in-house counsel, C-level executives, board of directors, etc. FIND YOUR VOICE Actively developing the ability to talk about what you do professionally is essential to move up within any organization. The greatest increases in compensation come from an individual's ability to express themselves with clarity and business savvy. That maturation comes with time, but also with practice. Legal technology professionals must take stock of their faculties and rehearse talking about their expertise, so they can always talk the talk and walk the walk. Here are some popular contemporary sales books with ideologies and methodologies that apply to any legal professional looking to improve their marketability: The Challenger Sale: Taking Control of the Customer Conversation by Matthew Dixon & Brent Adamson What's the secret to sales success? If you're like most business leaders, you'd say it's about relationships — and you'd be wrong. The best salespeople don't just build relationships with customers, they challenge them. Never Eat Alone: And Other Secrets to Success, One Relationship at a Time by Keith Ferrazzi This is the best-selling business classic on the power of relationships, updated with in-depth advice for making connections in the digital world. Keith Ferrazzi says the secret is in contacting others. As he discovered early in life, what distinguishes highly successful people is the way they use the power of relationships — so everyone wins. The Art of Persuasion: Winning Without Intimidation by Bob Burg After studying some of the most successful men and women in modern history, author Bob Burg noticed how many common characteristics these people have — notably that they were all persuasive. Winning principles described by Burg include: making people feel important, everything is negotiable, dealing with difficult people, persuasion in action and what sets you apart from the rest.

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