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ICON Webinar: "How to open a client's door, rather than getting it slammed in your face?!"

  • 19 March 2024
  • 12:30 - 13:30
  • *Times stated are in Australian Daylight Savings time. Webinar login details will be emailed to registrants.


Registration is closed

A candid, no holds barred conversation on what BD and strategies actually work ... and what ends up in the bin.
We all spend time trying to put ourselves in our clients’ shoes. What do they really think about our various approaches? Join us to hear from Claire Bibby, an experienced General Counsel, board director and coach to partners and law firms, about what BD and strategies really interest and capture clients. Claire will provide insights from her experience on the client side as a General Counsel, and cover how we can think about our clients and match our communication and strategies for greater effect.

What you will learn:

Perspectives from a former GC/Executive on what good BD looks like

  • What techniques sway a purchase decision
  • Client war stories – when BD goes terribly wrong 
  • What strategies a Marketing and BD team can use to help build client relationships

Selling relationships

  • How to factor a client’s personality into your BD approach 
  • Considerations for communicating with different generations 
  • Your stakeholders as internal clients – how to influence your Partners

Panellist Details:

Claire Bibby, Lawyer and Professional coach

Claire has over 30 years of experience gained through senior management appointments with some of the world’s largest companies and at top-tier law firms.  As well as practising law, Claire is an internationally qualified executive coach (PCC) and in 2018 she founded a global professional coaching practice in which she coaches private and corporate clients, specialising in senior lawyers and executives, to empower them to move their career and leadership dreams into active, actionable, pursuits.  Outside of her executive life, Claire is a non-executive director of multiple ASX-listed companies and is an Industry Professional Fellow with the University of Technology Sydney, School of Law.    

Event Details: 

Tuesday, 19 March 2024
Auckland - 2:30 pm - 3:30 pm
Sydney / Melbourne - 12:30 pm - 1:30 pm
Adelaide - 12:00 pm - 1:00 pm
Brisbane - 11:30 am - 12:30 pm
Hong Kong / Singapore / Perth - 9:30am - 10:30am


Free for Members
AUD 90 for non members

Webinar login details will be sent to the registrant upon registration.

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