APSMA HK: The Science of Selling your Services

The science of selling your services: new research shows how you can attract clients, and make them loyal to your partners and the firm.

Clients are getting choosier, and very much more price conscious. There are far more professional service firms chasing less and less money. This makes your job tough and often frustrating. Partners are demanding more of you, yet are often not really listening to what you say.

Recent discoveries in a number of fields can give those in the business of selling services a distinct edge over the competition. In this lively, entertaining and interactive talk Dr Bob Murray, a noted scientist (behavioral neurogeneticist), psychologist, and consultant working with the likes of PwC, KPMG, Deloitte and many of the world's largest law firms will give you some immediately actionable tips which will make your job much more rewarding and successful. Both in dealing with partners and clients.

In this talk you will learn:

• Powerful persuasion tools you can use to get your ideas across— and they're not what you think
• What really makes clients choose one firm over another
• What science says about the art of the pitch—and how to use this information
• How to get clients committed to the relationship with you, your partner and the firm
• How to use the human dopamine reward system to your advantage

There will be opportunities to practice these new tips and plenty of time for questions.

About the speaker

Bob Murray, MBA, PhD (Clinical Psychology), is an internationally recognised expert in strategy, leadership, human personality and behavioural change. Distinguished for his ability to uncover the core of issues, Bob has developed ground-breaking methods for measuring, benchmarking and improving an organisation's capacity for change and adaptation. Bob is in demand as a key-note speaker, executive coach and advisor. The topics he is most often asked to talk about involve explaining what the newest research shows are the best ways of creating and leading high performance teams, business development and marketing. His talks are lively, intensely practical and highly experiential. In working with his clients, he enables leaders to confidently shape winning strategy, engage the organisation in carrying it out and develop the best leadership for driving change and building performance. Dr Bob is the author of 11 books, most recently "Leading the Future: The Human Science of Law Firm Strategy and Leadership." He is a winner of a number of science prizes, including the American Science Achievement Award.

APSMA thanks its event sponsor