Podcasts & Interviews
An interview with Keith Dugdale by Graham Seldon of Seldon Rosser for the podcast ‘A Legal High’ in 2019. Among the topics discussed are why it’s critical that law firms invest in trained BD experts to coach fee earners, how to add more value to justify your price, and how BD and marketing professionals can use their account management skills on lawyers, not just clients.
An interview with Keith Dugdale by Andy Paul for the Accelerate podcast, January 2017. Among the topics discussed are the activities and mindsets that work best for relationship-building, when sales training is premature, and how trust means ceding control to the customer.
Talking Sales with John Smibert
In this interview with John, Keith discusses why so many Account/Key Client Programs fail.
In this interview with John, Keith discusses why our competitor today may not be who our competitor was yesterday, and our competitor tomorrow will almost certainly be new to us.
In this interview Keith gives his advice as to the most effective type of relationship we should build with our clients.
Interviews with our clients
Cooper Grace Ward, a Brisbane-based law firm, were winners of the 2017 AFR Client Choice Award for most client focused law firm, and overall most client-focused professional services firm, with revenue under $50M. In this video Keith chats with Managing Partner, Chris Ward, about what it takes to be the best.
In this video Keith chats with Neil Barr about changing the sales culture at Aurecon.
Client Choice Award Winner Interviews