Client Conversations
First Contact Conversion

How to have purposeful client conversations. 



60 Minutes




$ 125.00

What will be covered in this workshop

First Contact Conversion

Every single matter starts with a call, or email. Rarely are these new opportunities a 'sure-thing' and often this is part of the client's investigation and due diligence process.
Research shows us that more than 2/3 of firms fail the first contact test which means that clients change their mind at the point of the first call. This can cause a significant opportunity cost to many practices.
This session will walk through a framework to support conversion conversations which encourage new clients to engage you there and then. 
We will look at:
  • Where your enquiries/leads come from.
  • The importance of an outstanding CX and what that includes.
  • The need for a consistent approach to enquiry management.
  • A framework to support a Valuable Conversation leading to conversion.
  • The importance of authenticity throughout the process.

The objectives/outcomes of this workshop include:
  • An appreciation of the role each person plays in the CX process.
  • Understanding the importance of emotion as a driver to a positive CX.
  • An understanding of the basic principles to progress a first contact conversation.
  • Developing confidence around a conversation framework supporting conversion.

Kim Wiegand

beaton Research & Consulting
Kim Wiegand brings 20 years’ experience within the professional services industry, managing marketing and business development teams and stakeholders across Australia, Asia and the United Kingdom. She brings a practical approach to driving purposeful change within organisations, with energy and enthusiasm.  

Kim works with firms’ leadership and clients and markets teams to implement projects improving client experience (CX), growing revenue streams, developing networks, and having valuable client conversations. She coaches partners and senior leaders on individual practice and skill development, leading to practice growth.  

Kim is a passionate gender equality advocate and aspires to support women to successfully lead authentic and sustainable careers.

Course reviews

The BBH workshop series are extremely valuable and exactly what all professionals need to build a business.
Walter White
Senior Associate - International Law Firm 
Great content, easy to follow and fun to do and I will definitely come back to the platform for more workshops. 
Emily Winters
Trainee - International Law Firm