Empathising with and Understanding your Client to Win Work in Tough Times

Market conditions are tough for a lot of New Zealand businesses right now and certain sectors are really feeling the pinch. However, there is still demand for legal services and assistance. This means it is key to understand and empathise with your clients’ current challenges, as well as delivering exceptional legal services to them. In this 1-hour webinar, Ben Paul will provide practical tips on how to win more work in challenging economic conditions.

In this session, Ben will cover:

  • How to better understand your client’s challenges.
  • How to communicate with and relate to your client.
  • Tips on being empathetic and understanding with your client.
  • How to maintain good communication to win more work.
  • How to increase your chances of future work and referrals.
  • When to ask and when not to ask for work

By the end of the session, you will be armed with a clear approach to reach out and develop longer and more profitable relationships, even during tougher economic times.

Who Should Attend?

Partners/principals/directors, senior associates and anyone responsible for bringing in more client work.

  • Discover how to uncover a client’s challenges – both personal and professional 
  • Learn how to be more empathetic.
  • Develop a better understanding of how to develop a good client communication plan.
  • Find out how to ask for work at the right time without annoying/upsetting your client.


Ben Paul
Click here to read profile

The 1-hour webinar is delivered by highly experienced facilitator, Ben Paul, CEO of The BD Ladder, who has over 20 years' experience in the field of building business relationships. Ben enjoys collaborating with teams and individuals to help them to better understand, build and enhance their brands.

Prior to establishing The BD Ladder, Ben was the Business Development and Marketing Director at one of the country’s leading law firms, Kensington Swan. In this role, he was part of the management team that oversaw the firm’s successful combination with the world’s largest law firm, Dentons. Ben led and managed the successful rebranding of the firm to Dentons Kensington Swan.

One of Ben’s key strengths is that he brings active change to the way things are done, so that his clients can achieve the results that they aspire to. He is a credible coach and mentor who believes in a simple step-by-step approach to help individuals adapt and change their client-winning strategies.



Pricing Details

Ticket Price

Member: $95 GST

Non member $135 GST


Registration Close Date