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Index:
* Developing Your Practice
* Developing Your Practice
section 1 of 2
* Developing Your Practice
section 2 of 2
* Developing Your Practice
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* Developing Your Practice
section 1 of 2
| By: Pippa Blakemore |  |
The International Bar Association
This paper is the basis for the session which Pippa is conducting in Chicago on Friday 22 September 2006, from 0930 1230. It gives practical advice on presenting, including making legal talks more interesting; structuring the content; practising productively and keeping to time. The session will give everybody the chance to implement the ideas.
Objectives of the session
1. To revise and refresh the approach and planning required to deliver
an effective presentation at a conference, seminar, pitch or beauty parade.
2. To ensure the skills are being put into practice.
3. To practise the skills in a relevant situation.
4. To understand the significance of answering questions effectively.
5. To hone the required skills.
6. To ensure the quality of the presentation reflects the high standard
of the legal services provided by the speaker.
7. To help delegates recognise and make the most of an effective
presentation, as an opportunity to develop their business and to
give them skills to make the most of that opportunity.
8. To help delegates recognise that the principles of meeting an audiences needs can be applied to meeting client needs, on a daily basis.
Section I - Planning the Approach, Structure and Content
1. Asking the right questions about the audience
2. Planning the right approach and theme
3. Keeping a simple structure: using a sputnik
4. Targeting the content appropriately
5. Planning your messages
6. Your hidden messages
7. Introduction and interest catcher
8. Link sentences, and conclusion
9. Liasing with other panel members
10. Keeping to time
11. Importance of examples, anecdotes and similes
Section II - Delivering your Presentation
1. Use the most appropriate visual aids
2. Preparing appropriate documentation
3. Special difficulties lawyers face in presenting
4. Giving a talk in another language
5. Overcoming nerves and increasing confidence
6. Making sure the talk is listenable to. Helping the audience to
remember what you said
7. Talking to an audience where their first language is not yours
8. Presenting legal information
9. Body language - yours
10. Body language - audience
11. Overcoming the boredom factor
12. How to give a good impression
13. Verbal communication
14. How to practise effectively
15. Working with interpreters and with simultaneous translation
16. Managing cultural differences
Section III - Preparation and Practice for Questions and Answers
1. Analysing the question
2. Identifying the motive of the questioner
3. Thinking about and preparing good answers
4. Dealing with difficult questions
5. Handling difficult questioners and practising the answers
6. Dealing with difficult audiences
7. Overcoming organisational and technical difficulties
8. Checklist for planning the presentation
9. Checklist for checking your location
10. Checklist for introducing a Chief Guest or Speaker
11. Checklist for vote of thanks
Section IV - Converting This Hard Work into New Business
1. Research you need to do
2. Making contacts before you have given your presentation
3. After you have given your presentation
4. Skills you need to develop business
5. Ten Top Tips for Tenders and Pitches
6 Dos and donts of a winning presentation
SECTION I - Planning the Approach, Structure and Content
Asking the right questions about an audience
1. What is the TITLE of your talk? Does it reflect your APPROACH and THEME?
2. What are the OBJECTIVES of the talk?
3. Any ADVERTISING or support material.
4. What is it trying to ACHIEVE?
5. What are OVERALL OBJECTIVES of the programme or conference of which it forms a part? How does your talk contribute to the achievement of these?
6. What are the NUMBERS in the audience?
7. What sort of SEATING?
8. WHO ARE THE AUDIENCE: Nationality? Language? Seniority? Experience?
Knowledge? Interest? Expertise? Culture?
9. WHY are they there?
10. What do they WANT FROM THE TALK? Confirmation that what they are doing is right? Advice? Detail? Information on problems, changes, pitfalls, warnings? Inspiration and motivation?
11. What do they want from YOU? How can you add value to what they already know? What will make them say yes and make notes? What are their NEEDS?
12. What do you want people TO GO AWAY with?
13. What are the BENEFITS of your talk?
14. TIME: how long have you got?
15. Are you going to take QUESTIONS? When? How?
16. What is the role of the CHAIRMAN? Have you prepared an introductory paragraph for him on you?
17. WHO ELSE is speaking? Try and contact to discuss your approach and content to ensure no overlap or, if there is, that you recognise each others contribution.
18. What sort of VISUAL AIDS?
19. What sort of HANDOUTS or LEAVE-BEHINDS are required?
20. Will there be MICROPHONES? What sort?
Planning the right approach and theme
The following can be used as a checklist for your planning:
1. What is the THEME of your talk? Keep reminding yourself of your talks OBJECTIVES.
2. How will you ensure that you keep to the theme?
3. What you TRYING TO SAY?
4. Remember people will be asking: WHY SHOULD I LISTEN?
5. When you are thinking of the POINTS which you want to make, what sort of
PRIORITIES are you going to categorise them in: e.g. time-saving; legally acceptable; value for money; short-term against long-term; problems as you come across them; consecutively; etc.
6. AVOID A SERIES OF MANY POINTS. People can only remember 3 easily.
7. Try to CATEGORISE into 3-5 points at a time.
8. What APPROACH are you taking on each point?
9. Why are you INCLUDING each point?
10. Have you thought of EXAMPLES which relate to the different people; different specialisms; different levels of responsibilities to illustrate the points you want to make; that will be relevant across different cultures and languages and make them relevant? Use ANECDOTES and CASE STUDIES from your experience.
11. Think of SIMILES, METAPHORS and ANALOGIES to illustrate points.
12. Make sure you have CLEAR LINK SENTENCES between the different sections, which clearly demonstrates to the audience how each section fits within the talk and contributes to your presentation.
13. How will you START?
14. What is your TWO MINUTE SUMMARY of your message?
Keeping a simple structure - using a SPUTNIK
For each section of the presentation make 3 to 5 points. Practise your talk so you know exactly how long it is. Options for structures are:
Structure I
i Main point
ii How it relates to audience
iii Facts/benefits
iv Examples
v Intermediate summary/link sentence
Structure II
i Introduce topic/subject
ii Aspect going to discuss
iii Facts about it which are relevant to the audience
iv Example to illustrate it
v Points lawyers want the audience to remember about what has been said, your
approach to it; or your advice on it
Structure III
i Problem
ii Aspects of it which are relevant to the audience
iii Possible solutions
iv Best solution
v Conclusion
Structure IV
i Why considering this subject or area
ii Why important in general
iii Why important to the audience in particular
iv Statement of general principle/point to make
v Facts to support it
vi Examples, illustrations, vignettes, experience which enhance what you are saying
Targeting the content appropriately
1. Remember the audience is sitting there initially asking W.I.I.F.M. Whats In It For Me?
2. With each point you are making and with everything you want to say, ask So what? Who cares? in order to put your head into that of the audience.
3. Ask yourself If I was an individual in this audience, is this what I would want to hear and how I would want to hear it!
4. Try and put the most important points first so that you can cut the talk short with no loss in its impact, if necessary.
Planning your messages
1. What messages do you want to convey?
2. What is the best way of giving them?
3. Could you summarise your talk in two minutes that is what each member of the audience will have to do, as they talk to other people about it.
4. Could you do a 25 word summary?
Your hidden messages
1. I am a good lawyer.
2. I know the law.
3. I am approachable.
4. I am easy to understand.
5. I make even the most complex subject matter simple, so I will act as an interpreter of the law for you.
6. I am practical.
7. I understand your business; its objectives; its needs; the competition; the pressures; the problems and I will provide solutions.
8. I am a problem solver not a problem creator.
9. I am easy to work with.
10. I am likeable.
Introduction and interest catcher:
Why should I listen?
The INTRODUCTION can include:
WHO you are, job title and responsibilities, and successes in your field. Then, WHY you are there and how you RELATE to the other speakers. Then it may continue with the OBJECTIVES/AIMS OF YOUR TALK, and the PATH you are going to take to get there. This could be regarded as similar to taking the map at the start of a journey, and explaining to those travelling with you, where you are going and the main landmarks en route. State your approach, e.g. that you will talk for 20 minutes and then have questions and discussion.
Write out the introduction you want the CHAIRMAN to say about you. Performing your own INTRODUCTION is difficult. Too little undermines your credibility. Too much is boring. Three short, relevant, impressive sentences maybe sufficient to engage the audiences interest.
1. Asking a SERIES OF CLOSED QUESTIONS, in response to their Hot Buttons, which you have identified, to which you can be sure of receiving a YES reply. e.g.
i) Do you find it difficult to keep up with changes in Law?
ii) Do you find it difficult to do all the reading you feel you ought?
iii) Do you find it difficult to manage all your work and develop new business?
2. Telling a story that the audience can relate to, beginning, for example: As I was on my way here,...
3. Asking a RHETORICAL QUESTION What was the most difficult matter you have ever had to deal with ...? Then reply It may have been A or B or C.
4. Asking the audience to DO SOMETHING UNUSUAL and drawing a point from it: e.g. introducing themselves to the person on their right and finding one interesting legal fact about them. Then draw from it, and continue the talk.
5. A BOLD STATEMENT
6. A QUOTATION which can illustrate the theme or which you can develop
7. AN EXAMPLE
8. A CASE STUDY
9. HOLDING UP AN OBJECT and asking the audience to think about it
10. USE PHRASES TO CATCH PEOPLES ATTENTION: Imagine you are .... Picture yourself as .../doing ... . Think of it like a jig-saw puzzle ... Imagine a painting ...
11. USE EYES: In your minds eye... Look just ahead of you ...
Link Sentences
1. Avoid a list of points. They are difficult to remember. Working out effective LINK sentences helps this.
2. Avoid such phrases as Well, thats all I have to say on ...
Lets move on to ...
3. Ensure your PROGRESS from one main topic to the next helps TO BUILD a logical case and progresses your theme and arguments. The links are the cement between the bricks of the whole structure.
4. Think them through carefully and practise the links.
Memorable conclusion
1. You may finish:
In summary ....
In conclusion ...
But you could try: The three key problems; elements; issues; ... to remember are ...
2. SUMMARISE what you have already said, in a different way.
3. Add a NUGGET or two
4. Leave people THINKING
5. Leave people feeling good, MOTIVATED and INSPIRED
6. Where do WE GO from here? ACTION required?
7. What do you want people to REMEMBER?
8. What IMPRESSION do you want to leave them with?
9. How would a member of the audience summarise your talk in ONE
SENTENCE?
10. End with a QUOTATION
Liasing with other panel members
1. Talk to other speakers.
2. Ask for copies of their talks, slides and/or visual aids.
3. Ensure no overlap.
4. Refer to others.
5. Give appreciation and acknowledgement.
Keeping to time
1. Everything takes longer than you think.
2. You may think that you do not have much to say on a subject, but you may find that once you start talking you have a great deal to say.
3. Do not take your watch off in a flamboyant way as it says:
I have not practised
I have not prioritised
You are not important as an audience, and potential clients are not important to
me - shown by my not bothering to plan and prepare properly
4. Plan a talk to last two thirds of the time you have been allotted. If you finish early by a minute or two, the audience will regard this as a bonus.
5. If you take longer than the allotted time you give the following messages:
I do not listen to requests or instructions
I think I am more important than anybody else because I have gone on longer and so others speakers will have to cut their talks
I am not a team-player
I cannot prioritise my ideas
I look at things from my perspective not my clients. I am dominated by I want to talk about ... not What do you want to hear?
All my fee estimates will be too low
I will always take longer than I need
I will miss deadlines
Importance of examples, anecdotes and similes
1. Anecdotes and examples are the bridges between your points and making them relevant to the audience.
2. They enable you to demonstrate your understanding of the interests and concerns of the people in the audience.
SECTION II Delivering your Presentation
Use the most appropriate visual aids On a screen/PowerPoint
One idea only
3-5 words per line
5 lines to sheet
Assume wont work
HINTS
1. Try to use other 3 dimensional ones interesting, memorable aids.
2. Do not use tired and familiar graphics. Use your own imagination and helpful graphics. Make up your own.
3. When using graphs:
Keep them simple
Have a clear explanatory heading
Explain x axis and y axis
Describe what graph show
Make sure it explains what you want it to
Highlight particular points
4. Do not distract people who become more interested in the computer aspects of your presentation than your point.
5. You are your best and most memorable visual aid!
Using the most appropriate visual aids
I am not suggesting here that you should use some or any of the following visual aids. But if you are required to, then the following advice may be helpful.
Visual aids such as PowerPoint, slides, overheads and videos can really transform an ordinary talk into a lively, interesting, memorable and thought-provoking presentation.
Used badly, they can reduce people to helpless laughter, the presenter to a bag of distracted nerves and leave nothing in anybody elses mind except. Thank goodness it was him/her and not me, How very unprofessional, How boring I have seen the same graphics so many times.
Computer and/or PowerPoint
1. The OHP needs bulbs of twice the power of an ordinary OHP bulb for computer tablet
2. Make sure with blackout available the screen is visible
3. Be totally familiar and comfortable with the technology before you use it
4. Be prepared to go ahead without it if it fails
5. Do not be too dependent on it
6. Know that it can be working perfectly at 08.50 before your talk and have crashed by 09.05, just as you are starting
7. Turn screen saver off
8. If you are using somebody elses background be careful! They may have put on audio-sound effects you did not expect
9. Allow plenty of setting up time
10. Practise so you do not accidentally go to end of presentation
11. Make sure spelling is correct
12. Take one or more long extension leads
13. Check with organisers you have enough sockets
14. Do not trip over cables
15. Practise using microphone, remote, laser pointer
16. Do not be dominated by technology
17. Do not distract your audience with technology
35mm Slides: All the points above apply to slides and here are a few more tips:
1. Practise with the slides, more than once if necessary, so that you are certain they are all the correct way up and in the right way round
2. It is essential to practise your talk using your notes; pressing the remote; speaking at the appropriate distance from the microphone; and using a pointer at the same time. Learn which switch makes the slides go forward and which back.
3. Put stars in your notes when to change slides
4. Remember to have a good initial slide
5. If you want to talk with no accompanying slide, then use blanks, which mean that you do not need to turn the projector off, but the screen is blank
6. Remember what slide you want to end on: your conclusion; an entreaty; our logo; a blank?
7. Use slides sparingly
Videos
1. Do not introduce a video by saying, The video will speak for itself. Watch it first, pick out points or scenes you want people to notice and point out why.
2. Use all the video facilities stop, start, rewind and use it fast.
3. Remember the video is to help you influence people and not to take over.
4. Also always assume everything will go wrong and not work, and be ready to give any presentation just using your notes.
Whiteboard
1. Do not use for more than a small room of people
2. Practise writing straight. NO more than three words to a line; five lines to a sheet and all in clear letters.
3. Check your writing from the furthest point in the room, with a few heads in the way.
4. Check that there are plenty of pens, which work; that the legs of the whiteboard do not wobble and that the pens work on that particular board. Check that the pen will come off and that the rubber works.
5. Pre-write some beforehand if possible and appropriate. Make sure no-one rubs it off.
Hints and Pitfalls to avoid
1. Do all the checking enough time in advance to give you the chance to remedy any of the above.
2. Putting lids on the wrong pens and then writing with the wrong colour.
3. Dried-up pens.
4. Not enough different colours.
5. Pens which flood all over hands and clothes.
6. Using indelible pens on a white-board, will make you memorable but very unpopular.
7. Always take your own in case none are provided or they do not work.
Flip Chart
1. Do not be afraid of asking for one or more flip charts. This can be useful if you have pros and cons of an argument, with the former on one and the latter on another.
2. If you are conducting a brain-storming session, flip chart paper can be torn off and stuck with sticky tack and sticky tape to surrounding walls. (This may be useful when pooling ideas, problems, solutions, facts, aspects etc) but careful of decoration.
3. Prepared flip charts save you having to turn away from an audience as you write. These can act as excellent, easy prompts. Time and thought can be given to preparation to maximise their effect, rather than a scribbled mess to which may spontaneous diagrams are reduced. With prepared sheets, leave 2 blanks between each written sheet, so you cant read through. These can easily be taken to a client and make a clear, colourful, easy to read presentation. But check their flip chart stand will take your paper or take your own stand.
4. Use different colours for various points, initial letters, pages, etc.
5. Use large clear headings.
6. If you do not want things to look too prepared, then draw diagrams in fine pencil so that you can just draw over them and get them looking respectable. Yellow highlighter also works, and people will think you are really good at drawing.
7. Always turn over, having made a point otherwise the sheet may become a distraction.
8. Do not use the flip chart as a personal prop.
9. Do not turn your back on the audience as you write and do not talk at the same time.
10. Silence as you write keeps attention.
11. When preparing flipcharts, keep a plain sheet between each written sheet.
12. Turn up corners at bottom, to make it easier to turn over.
Pitfalls to avoid
1. Dried-up pens.
2. Pens not thick enough (it is distracting when people start asking each other what something says).
3. Not enough colours or muddling the lids on pens and getting colours wrong.
4. Pens which flood over hands and clothes.
5. Used flip chart paper which has been reversed for you to use and the previous writing shows through.
6. Not enough paper.
7. Flip chart stand not high enough and unstable, and falls over when you move it!
8. Mis-spelling anything.
9. Take your own sticky tape; but check with organiser this is OK, and that it will not take paint off walls, or spoil wallpaper.
Overhead projector
1. Can be very useful, but also a bulky and awkward distraction if the speaker is not used to using one.
2. Visuals can be prepared by photocopying onto overhead projector slides. Only use this if the slide looks good - and be careful of copyright.
3. If you use a cartoon, diagram or drawing, then use it to the full - but make sure it ILLUSTRATES the point. All good visuals need an explanation. Just by displaying them a point is not achieved. The audience does not listen to the speaker, rather it spends the time trying to work out what the picture or diagram means.
4. Overheads can be built up and tell stories by putting films on top of each other or writing on them. You can slide an OHP under a roll of film and write on that.
5. Set up the OHP before the presentation if you can. If not, then check it before you start. Check that the bulb works, and know where you can get a spare; make sure no-one trips over the flex or moves the screen. Check that everybody can see it from where they are sitting. The most common phrase used with overheads is I know you cant read this, but...
6. Be prepared for it not to work and to do the talk without it! (This applies to everything computer based or mechanical you may have to depend on).
7. Put stars (red) and crosses (green), for example, in your notes to remind you when to put on a transparency and when to remove it. Practise talking, anticipating and implementing all at the same time.
8. Make sure you have a blackout (and that blinds work and curtains draw, etc.) if you need one and that you know where the light switches etc. are.
9. Get someone else to check your slides to pick-up errors you may have missed.
10. Generally, becoming less appropriate for formal presentations as other means of visual communication become more sophisticated.
Pitfalls to avoid
1. Do not stand in the way of the projection
2. Remember to turn the OHP off between slides. A blank white screen with a fan noise is distracting.
3. Do not talk while changing slides.
4. If the OHP does not work, know what to check.
5. Always know where the switches are before you start.
6. Check the screen, glass, mirror and lens are clean before you start. Check it is in focus and the picture is on the screen, and is not distorted.
7. Poor quality slides reduce the impact of the talk. You must have good, clear, colourful, professionally produced slides.
8. The audience may find it useful to have a set of photocopies of the slides, so that as you talk, they can follow what you are saying and make notes on the copies.
9. As with all electrical equipment, take one or more long extension leads.
10. Check you have the right plugs, sockets and enough in the appropriate places.
11. Check you can darken the room quickly and easily.
Examples of visual aids to help illustrate a point in a memorable way
As you go to more presentations, make a note of effective visual aids
Example (Point Made)
Speaker produces water pistol and fires at audience member or produces tennis racquet and hits (soft) tennis ball into audience. (Demonstrates difference between assault and battery)
Lemon/Coke bottle (Intellectual Property infringements)
Toothpaste
Contact Lenses
Truss (Examples of medical devices)
Preparing appropriate documentation
You may consider using:
1. Your firms material personalised accordingly
2. Pre-prepared literature on your firm especially for this occasion
3. Copy of slides: whole page, half page with note facility.
4. Summary notes of talk
5. Full text of talk
6. Detailed additional legal material OR any combination of these.
Your documentation needs to be relevant. It needs to meet the needs of the audience.
There is no right and wrong method on its use.
These are some alternatives and you can use one of the suggestions or any combination:
1. Distribute it beforehand: but assume nobody will have read it, they may have lost it, and they will not bring it. Take spares.
2. Distribute at start of talk (and do not refer to it) but people will flick through and may not listen, and this may distract you and them.
3. Distribute at start of talk (and refer to it). People quite like making notes in a
structured way.
4. Distribute at end as a leave-behind.
5. You may feel it appropriate to include your Curriculum Vitae and a detailed programme or agenda.
6. When producing literature, do not be afraid of large writing and space. The simpler and easier to read the better. (Remember: heading, date, page numbers, contents page with page numbers).
7. You can get audience to put business cards in a plate when they have picked up your leave-behind which gives you an opportunity to contact them again.
Continue in next section!
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Main Index
* Developing Your Practice
section 2 of 2
| By: Pippa Blakemore | |
By: Pippa Blakemore
The 2006 Conference of
The International Bar Association
section 2 of 2
****************************
Special difficulties lawyers face in presenting
1. THE DESIRE TO TELL PEOPLE EVERYTHING you think they ought to know. YOU NEED TO KNOW about ten times more that you tell them, but you do not need to tell them all that. They just want reassurance that you do know it. You are there to interpret, not overwhelm.
2. BEING BORED in your talk about areas you are not particularly interested in. An area of law may be a bit dry to you, but it could be of great importance and immediacy to your audience. So be interesting and ENTHUSIASTIC.
3. THE TEMPTATION TO READ YOUR NOTES. Lawyers generally have a reputation for being poor speakers. Disprove the generalisation, otherwise some people might feel they could have picked up the documentation and gone home.
4. WANTING TO QUALIFY EVERYTHING for legal accuracy so you rarely make a clear concise statement.
5. USING LEGAL JARGON because it is more comfortable and familiar. You are there to facilitate not to confuse.
6. BEING BORING!
7. Feeling that facts are self-evident in their implications. You need to explain THE IMPLICATIONS OF A FACT. Use such phrases as: ... which means that ... or ... so that you ...
8. BREATHING as you think, not as it makes sense
9. A preference to re-write not to RE-PRACTISE, if you have to produce supporting material.
10. The temptation to talk in the passive not ACTIVE voice.
11. Forgetting it is a talk, NOT A LEGAL DOCUMENT.
12. Assuming the questions are the easy bit and so neglecting to practise those.
13. Feeling that you DO NOT KNOW ENOUGH.
14. Unwilling to TAKE RISKS, eg coming out from behind the lectern
15. Using long words when SHORT ones will do.
16. Feeling that people are coming for free advice and you should not give too much away.
17. Forgetting that LISTENABILITY is the key.
18. Feeling you have to provide LARGE AMOUNTS OF INFORMATION, given in great detail at great speed, (so you can get it all in) to prove that you are a good lawyer.
19. PEOPLE ONLY HEAR ABOUT 30% OF WHAT YOU SAY. They will only remember about three quarters of that 24 hours later. They will have forgotten most after a week. So build up a good, easy to remember skeleton and easy-to-remember hints.
20. A FEW SUBSTANTIAL POINTS presented in a structured and enthusiastic way is better than many points presented randomly
21. Failing to remember that to be a good presenter, and in many cases a client friendly lawyer, you are there to interpret the facts, and highlight the implications and benefits to the audience. This also applies even if you are giving an in-depth legal talk to other lawyers. An audience can obtain information and facts from the documentation or books. You are there to impart the value gained from your experience, your practical application and knowledge; for examples, tips, short-cuts practical application; how reality differs from theory.
22. A 4 MINUTE TALK SHOULD BE APPROXIMATELY 500 WORDS. (Approximately 125 words per minute.)
23. AN A4 PAGE OF DOUBLE-LINE SPACED TYPE TAKES THREE TO FIVE MINUTES TO DELIVER.
24. NOBODY KNOWS WHAT YOU ARE GOING TO SAY. If you miss out a point, nobody knows you have, and so you do not have to say so, or to correct it. If it is really important to a member of the audience, then they can ask about it in questions.
Giving a talk in your second or third language
1. Have a clear STRUCTURE
2. EXPLAIN structure at start
3. FOLLOW IT and refer back to it
4. SPEAK SLOWLY: it may also be other peoples second or third language
5. CLARIFY AT EACH STAGE what you are talking about and why it is important to the audience.
6. Give REGULAR, BRIEF SUMMARIES after each section
7. AVOID TRANSLATING your languages slang or colloquialisms
8. Remember for the best talk:
Say what you are going to say
Say it
Tell them what you have said
9. LOOK UP KEY vocabulary
10. PRACTISE several times with a supportive friend or colleague
11. CHECK with someone with someone who has that language as their first language
12. CHECK all on-line translation
13. LEARN RELATED WORDS in that language, for easily available alternatives
Overcoming nerves and increasing confidence before and during
1. HUNCH YOUR SHOULDERS up to your ears and down three times, before you start.
CLENCH AND RELEASE BUTTOCKS three times.
2. THREE DEEP BREATHS: in through nose, out through mouth as you are being introduced or just before the attention is on you.
3. BELIEVE IN YOURSELF. If you do not believe in yourself, how can you expect other people to?
4. Imagine that everybody has been told that you are nice, competent, A GOOD LAWYER, have good ideas and are a great speaker.
5. BE POSITIVE. Do not undersell yourself with such phrases as I am JUST A ..., so I dont really know very much about it. This is BORING but ... This needs THREE HOURS to cover it all but I only have twenty minutes.
6. BE ENTHUSIASTIC. It is catching. It DOES inspire others and their reaction will make you feel good too.
7. SMILE: Look people in the eye. Two to three seconds on each individual even to the back of a big auditorium but avoid swinging around the audience you will make them feel sick. Put a card in your notes regularly with SMILE written on it
8. THINK ABOUT THE CONFIDENCE OF OTHERS. Do they have confidence?
Consider another point: WHAT they say; HOW they say it and how they present
themselves. Can you pick up any tips?
9. DO NOT BE AGGRESSIVE OR HOSTILE THROUGH lack of confidence.
10. REMAIN COOL AND IN CONTROL at all times.
11. AVOID NEGATIVE WORDS: not, dont, cant, wont, problem, difficulty, just a little, a few, basically.
12. WRITE OUT AND LEARN THE FIRST FEW SENTENCES.
13. PUT YOUR NOTES IN ORDER BEFORE YOU START and check your visuals. Wait for the audience to be still. Pause before you begin. Do not read from them. They are a back-up not a life-line.
14. If nerves make you speak too fast, then PUT SLOW DOWN at regular intervals in your notes.
15. You may feel NERVOUS AFTER A FEW MINUTES. Have a new slide or interesting visual aid ready for this. Just pause
16. Have WATER available
17. Go with the laughs do not talk over them
18. SMILE. RELAX. ENJOY.
19. Three deep breaths, read all the notes on confidence, practise, and timed
20. Remember that generally, you will know more than anyone else in the audience.
21. You will almost certainly have done a great deal more recent research than most of the audience on the subject and all the most recent changes and developments in the law.
22. Nobody knows what you dont know so dont tell people, in the talk. This is not advice to deceive, but to ensure that you continue to have confidence in yourself and so does your audience.
23. Do not drink milk or a hot drink before hand
24. Make sure that your collar is not tight
25. Nerves will make your voice high, so ensure you do relaxing exercises before you start
Making sure the talk is listenable to.
Help the audience to remember what you have said
1. Make sure you are easy TO LISTEN to. Keep checking Would I like to be listening to me?
2. Vary VOICE tone, speed and word emphasis
3. Sound INTERESTED, ENTHUSIASTIC and SINCERE
4. CHANGE SPEED, not because you are nervous, but because it is appropriate
5. THINK BEFORE YOU SPEAK avoid unplanned asides and throw-away remarks
6. Try and phrase everything POSITIVELY avoid negatives unless you are clear on their purpose
7. Do NOT BE DEFENSIVE about anything
8. AVOID repeating words and phrases, like RIGHT and OK
9. Do not be too dogmatic or strident
10. Practise until you get your breathing, pauses and phrasing correct
11. USE YOU as much as you can.
Remember: You are talking to x individuals, not one audience. (As the numbers get larger, the group factor needs to be taken into account).
or USE WE work together with the audience.
12. Each member of the audience will have:
different levels of knowledge
different levels of experience
A useful phrase is, As you know .... Those who do, feel pleased and those who dont feel relieved you have told them. Never overestimate knowledge, but never
underestimate intelligence.
13. PRACTISE USING THE MICROPHONES. Check what you will do if they do not work. Do not use if they crackle or do not work properly. Using a microphone is not really as daunting as it first seems. Talk naturally, but check the furthest distance you can talk from it, to still be picked up, and the nearest you can go, to sound comfortable to the listeners ear. Check you are not getting feedback, and particularly in the room you are in, get different people to move round the room and check the sound in each position.
14. Do not refer to the audience in the third person.
15. Methods to help people remember what you have said:
3 Cs 3 Ps or 3 Ms or words, such as P-L-A-N; S-A-F-E; RAINBOW
Talking to an audience where their first language is not yours
1. Remember the K-I-S-S principle. Keep It Simply Structured.
2. Keep sentences simple and short.
3. Refer back to structure.
4. Summarise at end of each section.
5. Avoid jargon.
6. Avoid vernacular and slang and local phrases.
Presenting legal information
1. Remember: nothing is boring. You, as a presenter have an obligation to make
everything interesting.
2. You have a duty to your audience to make it interesting (i.e. relevant) by:
presentation
delivery
content
examples
enthusiasm
commitment
3. Details of law, statutes, precedents can all be put in documentation. What people want to hear from you:
i The application of the law to their problems
ii Application of the law to their clients problems
iii Extra information you can give
iv Your knowledge
v Your experience
vi Your interpretation
4. If what you are saying can be downloaded from the internet, or read in a book then add your own interpretation
5. If you are giving lots of legal information, then the same principles apply. Do not tell people what can be found in a book. You can do any of the following to give people ways to remember the information:
i Create an acronym.
ii Use case studies that people can work on, (alone, in pairs or groups) and make
mistakes, so that they will remember in future. (Not too funny, or else they may
only remember the mistakes).
iii Tell stories or anecdotes, but clearly indicating the points you want them to
remember and the reason for telling it/them.
iv Use examples, analogies and quotations to add variety and support.
v Use authorities.
vi Relate to something simpler and draw parallels.
6. Remember that to build up subjects and issues in a way which are easy to remember in a logical way, they may not be logical in a LEGAL way or from a legal perspective. The appropriateness of your methods will depend on the objectives of your talk and what the audience wants from it.
Body Language Yours
Ensure that you use your body language is appropriate It is said that 80% of what you communicate is done non-verbally through body language. This is based on the way you dress, stand, walk, sit and your eye-contact. Avoid the following:
1. Hand wringing.
2. Fidgeting with the back of your neck.
3. Playing with your lapel.
4. Playing with your watch, rings, or buttons on suit sleeves.
5. Demolishing a paper clip or fiddling with a pen.
6. Crossing your arms.
7. Feeling frightened about coming out from behind the lectern.
8. Pacing up and down.
9. Swaying from foot to foot, or rocking backwards and forwards.
10. Repetitive and distracting movements.
Body language Audience
Watch peoples eyes, faces and their body language.
1. Eyes: If you notice peoples eye glazing over, then check on the relevance of your talk, their interest, and your presentation. Try and renew interest.
2. Faces: Are they yawning?
3. Body language: Are people interested illustrated by leaning forward, sitting fairly upright, concentrating on you? Or are they leaning back, arms behind the head, yawning, fingers in a steeple, looking at watches, the ceiling, their papers, etc? Do they have their arms crossed indicative of shutting themselves in and you out?
SO:
1. Be flexible enough to change your approach, subject matter or emphasis if you feel the audience is not with you.
2. On the other hand do not assume that people are not listening or not interested, even if they look asleep. They may always look bored.
Overcoming the boredom factor
1. Peoples full concentration span is generally no longer than 20 minutes.
2. The more senior, the higher up and organisation, the less the concentration, sometimes reducing to as little as 3 minutes.
SO:
1. Be varied
2. Use examples
3. Clearly signpost new subjects
4. Convey relevance regularly
How to give a good impression
Questions the audience are asking:
1. Do I like him/her?
2. Would I like to work with him/her?
3. Could I recommend him/her to a client of mine?
4. Does he/she make things simple or overcomplicated?
5. Can he prioritise?
6. Can he stick to the time allocated or if not, will this always mean he will take longer to do a piece of work than he says and miss deadlines? and charge more?
7. Does he have a commercial approach?
8. Does he see things from my point of view?
9. Would I like him on my side?
10. Does he make me feel good or is he arrogant, condescending and dominating?
REMEMBER:
You have 15 seconds to impress people.
People will make judgements on:
walk
posture
hair
face and expressions
clothes
shoes
confidence
enthusiasm
depth of knowledge
personal experience
easy to hear
clear to understand
empathy
Verbal communication
Signs that you lack confidence, and cures for them.
1. Not thinking through the complete sentence before you start, and half way through you do not know how you are going to finish.
Cure: Pause before the beginning of each sentence and make sure that you know how you are going to finish.
2. Making opinions sound like facts, for example making a statement that something is the case, when in fact it is your opinion that is the case.
Cure: Take three deep breaths and put your head into the head of the listener Would I value this?
3. Speaking rather hesitantly.
Cure: Say to yourself I am good. I know more than they do.:
Practise as you walk about
4. Being too strident or bossy. You must..., Remember that ...
Cure: Slightly gentler phrases such as You might have considered ...;
You may have already wondered ...
5. Criticising individuals in the audience, or other people, or your competitors.
Cure: Remember that you may antagonise people by being critical.
Try and put it in a more objective way. On the one hand there are arguments in favour ... On the other hand there are arguments against ...
6. Looking down at the end of sentences, which means that your voice drops and the point may be lost.
Cure: Shoulders back, look up and smile.
7. Speaking too fast.
Cure: If you are finding it difficult then mark a place in your notes slow down or
remember to count to three at the end of each paragraph. People will think that you are really wise and considering your next point and phrase.
8. SMILE. RELAX. ENJOY.
How to practise effectively
1. Practise in small sections.
2. Do it as you walk about to work in the morning; going out at lunch-time; going home. Always start where you last finished.
3. Practise in front of a mirror or video camera or friend.
4. Practise the whole presentation at least three times.
5. DO NOT READ otherwise the audience might as well take your text and read it, while drinking a cup of coffee and sitting in a comfortable chair.
Working with interpreters and simultaneous translation
1. See if you can talk to them beforehand, to find out what will make their job easier.
2. Allow time for the interpretation.
3. Practise looking confident while waiting for the interpreters to complete their sentences.
4. Sometimes interpreters cant hear well.
5. Make your talk simple, structured and with as many common words as possible.
6. Give them as detailed a text as possible in advance.
7. Try to thank them afterwards.
Managing Cultural Differences
Understanding the cultures of individuals (Actions You Need To Take To Meet)
Their Requirements
1. Overall culture of the country:
- Traditions
- Approaches
- Fundamental beliefs
- Religions
- History
- Sports
- Art
- Foods
- Key current issues and concerns
- Key recent political events
- What people are proud of (1. Do not tell jokes 2. Check that any statement will be acceptable to any culture)
2. Business Culture:
- Methods of doing business and negotiation
- Relationships
- Power base
- Organisational structures
- Decision-making processes
- Traditions
- Approaches
- Structure of the business day (1. Take into account when talking to an
audience)
3. Personal relationships:
- How they are regarded in the business community
- How they are developed
- How they are valued
4. Language:
- Learn appropriate greetings and goodbyes
- Try and memorise a few key words (1. Keep approach, language, structure and ideas simple, but not condescending )
Sources:
Books
Internet
Media
Personal experience from friends and colleagues who have worked there
Talking to somebody from that country and business world who may have worked in both cultures.
Section III Preparation and Practice for Questions and Answers Analysing the Questions
1. Prepare for anything
BRAINSTORM all the questions you might be asked and PREPARE and PRACTISE answers out loud. Think of six nice questions, six awful and six what if ... (scenario) questions.
2. Difficult Questions
Be honest with yourself and analyse areas you have glossed over, or which are difficult, and anticipate the questions and research the answers. Plan a general constructive approach so that if unanticipated questions come up you can still answer them.
Identifying the motive of the questioner:
1. Who is asking the question?
2. Why are they asking it?
3. What are they asking? Repeat back if necessary.
4. What are they looking for?
5. Does this question contain several parts?
Thinking about and preparing good answers
EVERY ANSWER of yours
1. Should add value to what you have said.
2. Should illustrate and enhance what you have said.
3. Should leave the questioner feeling good.
4. Should give additional information if appropriate.
5. Should give you the opportunity to say things you did not have time for in the
presentation.
6. Should be concise.
7. Should incorporate the recognition that each member of the audience is interested in slightly different things.
8. Should answer each part, if there are several.
9. Should be structured like a mini-presentation.
Decide how you will deal with questions. Will the chairman take them and hand them around, or will you take them individually, if you are presenting in a team?
Writing out questions and asking members of the audience to ask them is an option. Putting pads/paper on chairs may encourage questions.
Dealing with difficult questions
1. Do not panic if you do not know answer immediately.
2. Do not get defensive or aggressive.
3. Ask them to repeat question or you can repeat back to them, paraphrasing it.
4. Try to do your research so you know all the factual answers to questions you should.
5. If you do not know an answer say so. But offer to find out and let them know. Find the individual after the talk, take their card and use this as a business development opportunity.
Handling difficult questioners and practising the answers
1. Do not get angry
2. Put a vacuum between yourself and the questioner if he is upsetting you
3. Keep smiling
4. Be patient.
5. If he does not stop and has a very long question, then if you know the name, say it and take a point he has made, and make a positive comment on it
6. Always be considerate, positive and constructive
7. If somebody makes a (long) statement as a question, smile, make a positive comment and thank them for their observation
8. Practise all questions, difficult or not, with a friendly, but constructively critical questioner who gives you feedback
9. A difficult questioner gives you an opportunity to ask to talk to them in the breaks and so to develop the conversation and even turn it into a lead
10. Arguments against your Theories/Ideas/Facts
Do not tell anybody they are wrong or that their idea is stupid.
Use such phrases as:
A good idea ...
An excellent question ...
If you are ever stuck for an answer, repeat the question. Comment loudly so the whole audience can hear. If you do not know the answer, it gives you an opportunity to go back to them and develop the relationship.
11. Do not be afraid of questions. The more questions you are asked the more interested the audiences are likely to be.
12. Enjoy questions: regard them as positive; not a threat and trying to catch you out.
Dealing with difficult audiences
Audience (Solutions)
1. Unresponsive. (1. a. Keep going confidently but watch body language to ensure not negative b. Ignore lack of response people may be listening intently.)
2. Laughs in wrong places. (2. a. Avoid throw-away remarks. b. Wait, for people to stop laughing.)
3. Individuals arriving late. (3. a. If very disruptive pause. b. Ignore.)
4. Individuals leaving early. (4. a. Check you are not over-running. b. Self-check you are not being boring. c. Consider changing approach, tone, speed and reduce content. d. Do not take personally.)
5. Individuals getting restless. (5. a. Do not let it put you off. b. Check relevance of content. c. Check listenability. d. Check you are not over-running.)
6. Silence at end of your talk when Chairman says Any Questions. (6. a. Put pens and pads on seats collect questions. b. Pose your own pre-prepared.
c. Brief Chairman with several beforehand.)
Overcoming organisational and technical difficulties
Difficulties (Solutions)
1. The other speakers over-run, so the time for your talk is severely reduced (1. a. Suggest to Chair that you speak after a break. b. Reduce your talk constructively to end at time allotted (if that has not passed) c. Do not mention time. d. Do not criticise. e. Use your two minute message. f. Remember your 25 word summary and build from there.)
2. PowerPoint was working perfectly when you set it up and now it does not (2. a. Be prepared for that and assume it will happen. b. Practise beforehand so you can give a talk without it. c. Have hard copies of slides available to use instead.)
3. Slide in projector incorrectly (3. a. Check twice beforehand. b. Label all with numbers and blobs to show which way up.)
4. Aircraft flies over (4. Stop and wait.)
5. Fewer people turn up than expected (5. Gather them to the front.)
6. Previous speaker says everything you were going to talk about (6. Listen and: a. Eliminate repetition. b. Reinforce points you agree with. c. Dont worry about being a little shorter than you planned. d. Liaise with other speakers beforehand next time.)
7. Bulb breaks in OHP (7. a. Check beforehand you know how to flick to spare. b. Check that spare bulb works.)
Checklist for Planning the Presentation
1. My theme: .....................................................................................
2. My message: .................................................................................
3. My objectives: i)..................................................................................................
ii)..................................................................................................
iii).................................................................................................
4. Introductory sentence: .............................................................
5. First Main Point: ......................................................................
Sub points
i)...................................................................................................
ii)..................................................................................................
iii).................................................................................................
Examples to demonstrate: ...........................................................
6. Second Main Point: .................................................................
Sub points
i)..................................................................................................
ii).................................................................................................
iii).................................................................................................
Examples: ....................................................................................
7. Third Main Point: .......................................................................
Sub point
i)....................................................................................
ii)...............................................................................................
iii)................................................................................................
Examples: ....................................................................................
8. Conclusion: .....................................................................................
Checklist for checking your location
1. Where am I giving my talk? .......................................................................
2. What time is my talk?.................................................................................
3. What time will I arrive (30 min-1 hour before)............................................
4. Numbers in audience.................................................................................
5. Seating.......................................................................................................
6. Microphones
i) On lectern..................................................................
ii) Tie..............................................................................
iii) Lapel..........................................................................
iv) Roving........................................................................
v) Other..........................................................................
7. Microphone
i) Tested........................................................................
ii) Where is on/off switch?..............................................
iii) Have I practised my talk with it?................................
iv) Can I walk around?....................................................
v) Can I move at all?......................................................
vi) How far?.....................................................................
8. Lectern
i) Have I got one?..........................................................
ii) Right height?..............................................................
iii) Have I tested it?.........................................................
iv) Is lighting suitable?.....................................................
9. Visual Aids
i) Type...........................................................................
ii) Tested........................................................................
iii) Visibility......................................................................
iv) Contingency...............................................................
v) Briefed helper.............................................................
vi) Name-helper..............................................................
vii) On-off switch..............................................................
viii) Practised with them?..................................................
10. Have I practised walking on and off rostrum?............................................
11. Where are the light switches?....................................................................
12. Who will work dimmer?..............................................................................
13. What signals have I agreed for lighting?....................................................
14. Have I tested acoustics?............................................................................
15. Have I taken account the differences a room full of people makes?..........
Checklist for Introducing a Chief Guest or Speaker
Name of the speaker: .......................................................................................
Title of talk: .......................................................................................................
Time he will talk for: .........................................................................................
My introductory sentence: ................................................................................
Three points about him of interest to the audience: .........................................
i) ........................................................................................................................
ii) .......................................................................................................................
iii) .......................................................................................................................
Checklist for a Vote of Thanks
Name of speaker: .............................................................................................
Title of talk: .......................................................................................................
Theme of talk: ..................................................................................................
Three to five points he made; or three to five key words he used around which to structure vote of thanks
i) ........................................................
ii) .......................................................
iii) ......................................................
iv) ......................................................
v) .......................................................
Useful phrases
i) .......................................................................................
ii) .......................................................................................
iii) ......................................................................................
My last sentence: .............................................................................................
Section IV - Converting This Hard Work into New Business
Research you need to do
1. Using the delegate list you will have obtained from the organisers to prepare your talk,
decide who you want to target at the conference or seminar, or event.
2. Decide on 3-10 people (depending on how long the event is).
3. Research everything you can about them
- name
- company
- job title
- responsibilities
- background
- likes
- dislikes
- experience, knowledge, skills,
- where they are staying.
4. You could contact them beforehand and say you will be giving a presentation give details and how much you would like to meet them.
5. During the coffee, lunch and evening breaks go and find them.
6. Prepare some discussion points.
7. Make sure you see them.
8. Find out
9. Research their company and industry and determine and understand:
- their needs
- objectives
- aspirations
- problems
- environment
- markets
- competition
10. Think of what help you could offer in response to their needs.
11. Sources for all your research on individuals and company include:
(Two aspects to this - what a company says about itself and how others perceive it.)
- Others personal knowledge and first hand experience
- Report and Accounts
- Business Plan, if you can
- Previous six months press cuttings
- Analysts reports worldwide
- Talk to people who may know the company
- Talk to people who work for the company
- Financial reports
- Stock exchanges information here, US and Europe for example
- In-house documents
- In-house magazines
- For individuals: e.g. Whos Who; Whos Who in the City, and all
relevant directories.
Making contacts before you have given your presentation
1. Try and use all the breaks to meet some of those you have identified as people you would like to meet, before you give your talk.
2. Plan two or three opening sentences for each person you have identified. Do not use the same opening as everybody else. For example What tours have you done? What do you think of the Conference so far? Isnt this city beautiful? Use your research to find a different opening and something which is unique to that person, but not too personal, which might be perceived as threatening. Have two or three sentences to keep the conversation going after it has started.
3. Doing this will also give you a few friendly faces in the audiences as you give your talk
4. Unless you have re-arranged to meet people it may be difficult to find them. But remember that any conversation with anybody could turn into something.
After you have given your presentation
1. If you have given a good talk, some people will want to discuss it with you. Many may not be on your original target list. Listen to their interests, needs, focus and evaluate whether there is an appropriate business opportunity for you, a colleague or a friend. Keep in touch. Take and give a business card if you feel that you have a rapport.
2. Your talk will have given you a profile, credibility and status. You therefore need to smile at everybody wherever you meet them, (even in the corridor) because they will feel they know you, and if you do not smile at them, they may well perceive it as rude.
3. Continue to search out, find, talk to and follow-up all the people you identified in your initial research that you felt were potential contacts. But avoid saying things like You were on my list to meet ..., I looked you up and thought that we could help you do business. Your company is on my list of target clients...
4. Find all the opportunities you can, to search out those who asked questions, and in particular, where you said you would find out the answer to something for them; or that they asked an interesting question, but you felt that it needed more discussion afterwards. This will indicate that you were really interested in them and also that you do what you say you will which is what people want from their lawyers.
Skills you need to develop business as a result of your presentation
1. CONFIDENCE: Before you enter a room full of people, or try to join a group that is already talking, imagine that everybody thinks that you are a good lawyer, a good presenter and an approachable person. This will give you an inner glow, which will help to boost your confidence. Take deep breaths, shoulders down and you will find yourself joining a group in the middle of a lively discussion or introducing yourself to people you have never met before.
2. SMILE: This will make you feel more confident and make those you are talking to feel that you are friendly and well disposed to them.
3. LEARN NAMES as you are introduced: If you find names difficult, try repeating them a few (but not too many) times in the conversation; scrutinise labels if there are any and try to write notes on the delegate list as soon as you can after meeting each person.
4. ASK QUESTIONS: Generally people like talking about themselves. If you ask the open questions: Who, When, How, What, Where, Why, How much, and phrase these based on the research you have done on them this will encourage people to talk. It gives you an opportunity to learn more about them. Try to avoid sounding too much like an interrogator.
5. LISTEN: Which is difficult, but one of the most essential elements of good practice development. Remember that there are those who listen, and there are those who just wait to speak. You need to be the former.
6. MAKE GOOD USE OF BUSINESS CARDS: Have one pocket for those to give out and another for those you receive. Make notes on both as you hand them over and receive them. This helps you to remember who was who and it also helps the receiver to remember you, too.
7. CARRY AN EASILY ACCESSIBLE NOTEBOOK: In which to write down any
commitments you make, such as sending an article to somebody. Agreeing to call them. Agreeing to find out information for somebody.
8. EXTRACT YOURSELF FROM A GROUP: By offering to get more drinks or by slipping away. If you are cornered by an individual, offer him another drink or offer to introduce him to someone else or into a larger group. Try to avoid phrases such as Well, Id better circulate or Theres somebody over there I need to talk to. Always leave people feeling good.
9. OVERCOME THE DIFFICULTY OF SELF-INTRODUCTION: By three short sentences:
May I introduce myself? My name is ......................... I am from ..........................
Many shy and inhibited people will be grateful to you for having enough courage to introduce yourself and for making them feel interesting and welcome.
10. I KNOW SOMEONE WHO DOES: Many lawyers fear being asked about something which is not their specialism. If you feel like this, remember that nobody would expect you to know about all aspects of law; but they would expect you to know who specialises in that particular area, and their skills and track record, within your firm.
11. FOLLOW-UP EVERY COMMITMENT THAT YOU HAVE MADE: With the people you met by sending information, telephoning or arranging a meeting. Remember that if you send any written documentation it is all too often not read. Make it easy for the recipient by mentioning any relevant sections or paragraphs in your covering letter and highlighting them in the text. Refer to the conversation you have had with them.
Ten top tips for tenders and pitches
1. Build a relationship before the tender process starts
2. Research the organisation: for example, objectives, markets, competition, etc.
Research the individuals on the client presentation team your audience: their like, dislikes, interests, background, experience, expertise
3. Ensure that your chosen presentation team will make the client team feel comfortable
4. Make sure you know what the client is looking for from their lawyers
5. Ensure that the approach, structure, content and examples of your presentation all focus on meeting the needs of the client in future. Look forward and anticipate what issues he might have to deal with and how you will be able to help
6. Prepare your key messages
7. Think carefully about appropriate visual aids, if you need any at all
8. Prepare the questions you might be asked and practise the answers. Prepare
questions to ask the client
9. Keep to time
10. Prepare and practice as a team - thoroughly and enthusiastically
For a winning presentation, you will need to remember:
P = Plan, Prepare, Practise
R = Research, Relate, Revise
I = Implement, Initiate, Individualise
C = Complete, Control, Comfort
E = Evaluate the, Effort of the, Enterprise
******************************************
The PEP Partnership LLP
www.pep-partnership.co.uk
Copyright 2006 by The PEP Partnership LLP
All rights reserved. No part of the PEP Partnership LLP notes may be
reproduced or transmitted in any form or by any means electronic or
mechanical, including photocopy, recording or any information storage and
retrieval system, without permission in writing from
The PEP Partnership LLP
Pippa Blakemore, BSc PGCE
Email: pippa.blakemore@pep-partnership.co.uk
Tel: +44 (0) 1189 310688
Mob: +44 (0) 780 301 6238
www.pep-partnership.co.uk
The PEP Partnership is a Limited Liability Partnership, Registered in London Partnership No OC314012
Registered Office: 15-19 Cavendish Place, London W1G ODD
Pippas biography is a leading expert in business development, marketing
and sales for lawyers.
Pippa has worked for more than 30 law firms over a period of 20 years. She has been actively involved, working through partners, solicitors and barristers, in
helping to market and sell legal services. She works with firms and individuals to increase their success in every aspect of winning new business and winning more business from current clients.
Pippa has worked with more than 5,000 lawyers in all practice areas, preparing them to give presentations all over the world, to a wide range of commercial and legal audiences. Pippa herself has given presentations and run workshops for lawyers worldwide, and in particular, has run workshops at the International Bar Association Conferences in Amsterdam in 2000, New Zealand in 2004, Prague in 2005 and now in Chicago 2006.
Pippa has worked extensively alongside many lawyers on specific pitches and beauty parades, analysing invitations to tender; structuring, writing and editing responses; and practising pitch presentations. She has advised on more than 90 winning pitches. The total value of client business won exceeds 40 million fee-income.
Pippas personal marketing and sales experience. Pippa set up The PEP Partnership through cold calling in 1985. She was immediately taken on by The London Stock Exchange and several law firms. Pippas expertise in marketing has been recognised by being invited to become a Freeman of The Worshipful Company of Marketors, which she accepted in January 2005. The PEP Partnership became an LLP on 4 July 2005.
Pippa graduated from the University of Bristol in Politics, and obtained a Post Graduate Certificate in Education in History. Pippa has had her work on marketing and training for lawyers, European politics and education, food and wine published widely in books and articles. Pippa has worked in commercial organisations such as a management consultancy, a public relations consultancy and Geest industries.
How to contact Pippa: if you would like any more information about Pippa and how she works with individuals on a one-to-one, small group or in workshops, then do contact her: email: pippa.blakemore@pep-partnership.co.uk or
the website: www.pep-partnership.co.uk or telephone: +44 1189 310688
The PEP Partnership LLP, 17 Devonshire Park, READING, RG2 7DX, England
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