Why law firms need sales experts now more than ever with guest, Keith Dugdale

In episode 4, Graham Seldon interviews leading sales coach, Keith Dugdale.

Through is work as a consultant to firms globally Keith has noticed:

Firms getting squeezed on price Clients being less loyal to one firm Services being commoditised through AI (particularly in the USA) Firms tendering for business when there is no existing relationship

To help firms and BD teams address these challenges, Keith and Graham discuss:

Why it is absolutely critical that law firms invest in trained business development experts to coach fee earners How to add more value to justify the price How BD and marketing professionals can use basic account management processes on lawyers, not just clients

This is quite a long discussion (40 mins) but Keith has a wealth of experience for you to tap into.

We hope you enjoy listening.