Getting hybrid right: Building winning client relationships for growth

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Join us as we discuss how business development in the legal sector is evolving and hear from thought leaders on how to win in a hybrid world.

Description summary

Learn from our esteemed panellists:

  • Zoe Conlin, Head of L&D and Sales Transformation – Hogan Lovells
  • Matthew Fuller, Head of BD, Americas & EMEA -White & Case
  • Nick Harknett, Partner – Youd Andrews
  • and Alison Nichol, Senior Facilitator, PCA Law

as we discuss the dos, don’ts, and maybes of leading client BD and sales conversations in a hybrid context.

In this short 60 min discussion, explore how to find the balance between commerciality, care & expertise in BD conversations.

Why attend?

  • Explore how different firms are approaching business development and sales in hybrid
  • Top tips on how to hold trusted advisor conversations
  • Seek advice from our panel of experts

Who should attend?

Legal sector leaders within business, transformation, HR,  Learning & Development professionals, BD and Sales professionals

When is it?

Wed, September 29, 2021

1:00 PM – 2:00 PM BST

Price

Free, General Admission

Panelists Bios

Nick Harknett

Partner – Youd Andrews

Partner at Youd Andrews, which specialises in C level engagement helping sellers gain confidence to get bigger and better deals. Nick has held senior positions at Unipart International, Nissan & Yellow Pages, in addition to CEO of various digital media businesses. His work with YA has led him to become a trusted advisor in a number of organisations where he provides consultancy for senior sales & BD divisions.

Zoe Conlin

Head of L&D and Sales Transformation – Hogan Lovells

Based in Hong Kong, Zoe heads up the L&D function for Hogan Lovells across their 11 Asia-Pacific offices. Prior to that she ran a consultancy firm delivering experiential learning and executive coaching solutions; including sales mindset and executive presence. A certified Executive Coach, accredited in a range of psychometric profiling tools including Myers-Briggs Type Indicator®, Everything DiSC®, Clifton Strengths and Hogan Assessments (HPI, MVPI and HDS).

Matthew Fuller

Head of BD- Americas & EMEA.White & Case

A highly  experienced professional services marketer with over 30 years experience in major international law firms.  Matthew has held senior positions at Wilde Sapte, Allen & Overy. A regular speaker and commentator on the legal market, in 2017 he co-authored the book, Strategic Tendering for Professional Services; Win More. Lose Less (published by Kogan Page) which was awarded an award at the 2018 Business Book of the Year Awards.

Alison Nicol

Experiential Learning Specialist, Facilitator & Executive coach.

Alison is a former Lawyer (Allen & Overy, Baker & Mckenzie) with extensive experience in facilitation, forum theatre, roleplay, corporate improvisation and feedback. As a senior facilitator and professionally trained actor, Alison combines her corporate experience with her performance skills. She has worked internationally for the last 7 years on a wide range of programmes including: Business Development, Resilience and Personal Impact. Clients include: Allen & Overy, Baker & McKenzie, Hogan Lovells, Simmons & Simmons and White & Case.

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