Lawyer Monthly Magazine - February 2019 Edition

61 Professional Excellence www. lawyer-monthly .com FEB 2019 o Their strengths are in relationship building, depth of knowledge, ability to generate foresight and developing good insights o They stimulate their client’s thinking by energizing internal teams; they are not afraid to deviate from the norm. o Challengers coach and collaborate with clients and quickly to establish credibility. o They proactively propose research and their expertise to clients, widening the portfolio of opportunities. o Challengers are more successful against competition, given unique and tailored service to clients. o They eventually generate a personal brand and attract clients to them, by investing in insight-based engagement upfront. In order to retain clients today, even lawyers need to be business savvy. Knowing the shift in trends and understanding what potential clients are looking for and considering new media, will gain traction and winning results, and by adapting challenger traits, you may well achieve such a result. LM certain personality and courage. Some relationship builders have successfully migrated into challengers by adapting to the times and client needs. Fundamentally, relationship builders are equipped to interface well-articulated needs, but challengers can extract unarticulated needs from clients as well. The ‘challenger’ sales professional tends to be a voracious reader and an exceptional networker. They also are adept at turning general information into client customised point of views, and at creating loyal networks. The loyalty is built up by the value they provide to prospects and clients during each interaction, thereby drawing more people towards them. Clients and prospects see them as bigger allies than relationship builders, who appear to be focused on building bonds rather than sharing insights. Why Challengers Succeed o They know the client’s industry well, or even better than the client does so themselves. ABOUT NITIN KUMAR Nitin Kumar is a global operating executive and management consultant with over 20 years of leadership experience in start- ups, turnarounds and high growth environments. He has held executive roles such as CEO, Business Unit Head and Consulting Partner with a focus on TMT (Technology, Media and Telecom) industries. He is believed to have an unparalleled global net- work in the TMT world helping him build and scale multi-million dollar businesses on multiple occasions. He has sales, delivery, consulting and innovation experience in 80 countries. Nitin is widely regarded as well connected, a connector of people and a rainmaker with reputation as an innovator, speaker, thought leader and author with multiple global awards to his name. He enjoys connecting with people and solving complex business problems, usually visible up and down the 101 highway in California with his clients and network.