How to engage with clients and sell – without feeling dreadful


How to engage with clients and sell – without feeling dreadful

A webinar presented by the IBA Women Lawyers’ Interest Group

22 APR 2021 1600 - 1700 BST

It has become increasingly clear over the past ten to fifteen years that business lawyers need to be close to their clients – in good or bad times. That’s likely to be especially true in bad times, for example in times of crisis or uncertainty.

This is easily understood and quite straightforward to pursue when you are advising a client – but how do you manage to be close to clients off matter, without feeling that you are stealing their limited time or that you’re coming across as an annoying salesperson?

This webinar will provide practical recommendations and tips on topics such as:

  • What makes clients buy – and how long it takes for that to happen
  • When to invest in building a relationship with a client
  • How to identify relevant content for approaching a client and which channels of communication to use
  • How to best join forces with others to become close to clients

Certificate of Attendance

Certificates of attendance for this webinar will be provided to all IBA members who have registered in advance and attended the live broadcast for a minimum of 30 minutes based on verified sign-in and sign-out times. Certificates can only be issued to the name provided at the time of registration.

Currently only IBA members will be provided with a certificate free of charge. IBA members should use the email address you have on file with the IBA to register for this webinar if you require a certificate of attendance.

Certificates for non-members are chargeable, please make enquiries at

Clara-Ann Gordon
Niederer Kraft Frey, Zurich; Website Officer, IBA Women Lawyers' Interest Group

Read biography

Lise Lotte Hjerrild
Horten, Copenhagen; Senior Vice Chair, IBA Women Lawyers' Interest Group

Read biography

Stefanie Hoogklimmer
Venturis Consulting Group, Frankfurt

David O'Donnell
Mason Hayes & Curren, Dublin; Co-Chair, IBA European Regional Forum

Dominika Stepinska-Duch
Head of Legal, Member of the Management Board, TVN Discovery Group, Warsaw; Co-Vice Chair, IBA Women Lawyers' Interest Group

Cornelia Topf
Gleiss Lutz, Stuttgart; European Regional Forum Liaison Officer, IBA Women Lawyers' Interest Group