Edge International


Client CLE Courses: Risk or Reward?

Client CLE Courses: Risk or Reward?

A common marketing tool to increase work from existing clients is the offer of a free continuing legal education (CLE) or “new developments” course. These are now often done by webinar, although the in-person version still has distinct advantages. If your firm conducts either version of these courses, have you considered the risks of doing them poorly? Like every other area of practice competition, the standards for an excellent presentation have been raised. To get the marketing rewards, you have to clear that raised bar.

The Risks in Every Client Presentation

If you have experienced a poorly executed CLE presentation, you have probably seen some of these blunders:

When compared to the smooth, professional courses of your competitors, you are taking a reputational risk every time you present a client course. You wouldn’t respond to an RFP with such poor preparation and execution.

So what are the keys to getting the rewards of a great CLE presentation?

Best Practices for Client CLE Courses

Offering free client CLE presentations is no longer a differentiator in the marketplace. Executing them poorly is a differentiator – one likely to harm you more than if you had never made the offer. Commit your firm to best practices in client offerings so that you’ll harvest the rewards.

David Cruickshank

Edge Principal advises firms on growth strategies and lateral integration programs. In addition to being a lawyer with a master’s from Harvard Law School and an LLB from the University of Western Ontario, he is a trained mediator who has taught at the Straus Institute for Dispute Resolution at Pepperdine Law School. He frequently trains partners and associates on management skills like delegation, feedback, managing up and career development.  His interactive courses are now online.