Course: Winning “Beauty Contests” and other formal competitions (simulation)

Competitive, formal hiring processes, or “beauty contests,” are expensive, time-consuming, draining, and often a waste of time. Unfortunately, they're also growing in popularity among companies eager to reduce legal costs, especially for mature categories of legal service.

Either you're controlling the beauty contest, or it's controlling you.

These “hiring tournaments” are a specialized form of Stakeholder Alignment, usually involving a larger number of stakeholders, that require much greater finesse and skill.

Once again, in a learn-by-doing simulation supported by context-sensitive coaching, you'll master how to:

  • recognize your next move
  • get the intelligence you need to take the right steps
  • neutralize your competitors
  • control the processes designed to control you 
  • win the business

This course will teach you how to contain your cost of sales and win – or, at the very least, expose a purported "opportunity" as a loser so you can opt out gracefully -- and early.

This is an interactive simulation. You’ll learn by doing as you manage an avatar through a series of “say/do” decisions to progress, choosing from among five responses. For each response, you’ll receive immediate video coaching explaining why that choice was or wasn’t optimal.

More companies are organizing formal buying schemes, e.g., RFPs, beauty contests, especially for more mature work. Either you're controlling it, or it's controlling you. Contain your cost and win -- or, at the very least, expose a purported "opportunity" as a loser and opt out.

Learning Category: Sales

Converting Opportunities into Clients (Getting Chosen)

In 30% of selling situations, “No Decision” is the winner. That’s because it's rare for either buyers or sellers to have a reliable decision-making process. The resulting frustration leads to “decision fatigue” that causes buyers to abandon the effort.  By providing and facilitating a reliable decision process, you deliver great value long before you’re hired -- and raise the odds of getting hired.

Lawyers have managed to get found for a long time (though haphazardly), but few have a reliable process to help those who find them make smart, well-informed, self-interested decisions, quickly and confidently. The “Getting Chosen” courses teach you how to focus on facilitating a decision reliably in a way that clients prefer, thereby earning trust and preserving access.