Paul Richmond
Biography
Paul RichmondPaul established Right Training over 12 years ago, and since then he has created a client base that contains some of the best known names in industry and our profession. Paul’s enthusiasm and attention to client needs make him popular as a conference speaker and as a behavioural trainer. Tenon is one of Paul’s largest clients and in the last four years his team has co-developed the Tenon Academy that introduces management and client facing skills to their fee earners. He is a lively and enthusiastic speaker and trainer, who mixes humour, practicality and his own experience as an OMB to deliver real life solutions to client’s challenges.
Specialisms
- Best Year Yet!
- Business Development
- Management Development
- Executive Coaching
Case Study
An international environmental consultancy had been seeing reductions in their margins and had evidence of professional staff being unable to understand the impact of some of their financial decisions. Paul created a simulation that was played by teams that enabled them to understand that success was much more than the overall value of a fee. Each team had to negotiate for work and would receive feedback on their techniques. It was clear that they were unable to understand a client view outside of the pure technical side of their work. The training enabled them to think creatively like a client and discuss non technical issues of importance more readily. As a result teams created greater profitability, used less working capital and were able to negotiate more readily with clients – improving their relationships as a result.
Courses
| Building A Portfolio | This programme will enable your fee earners to grow their portfolio within three months. Building a balance of powerful behavioural and written skills it will ensure that fee income grows. |
| Management Development For Fee Earners | We write bespoke programmes to focus on the behavioural and client facing skills your fee earners need to improve in order to deliver your business goals. |
| Negotiating and Influencing | This is a powerful one-day programme designed to challenge the delegates view of what influencing and negotiation really is and how it can be made more effective. The delivery will be interactive, fun and mix theory and discussion with a lot of practice. It will be fun and informative and will enable delegates to ask any questions and explore specific situations. This course is designed for anyone that has to represent their firm as part of a negotiation with a client. We demystify negotiation for people who have never negotiated before and make sure that you understand and utilise your own personality and experience. |
| Negotiation Skills | Negotiations are nervy occasions with both parties concerned not to get the raw end of the deal. They are also crucial for ensuring the future success of the firm, and in building strong on-going relationships with clients. Both of you have something that the other wants, so how do you amicably agree terms and come to a resolution? This course focuses on the factors (both psychological and emotional) affecting negotiations and highlights how our approach can directly impact on the achievement of successful outcomes. |
| Healthy Stress & Well Being | As technology requires us all to work harder and respond more quickly the need to be able to work smarter becomes a skill that will help to combat our escalating stress levels. One response to stress is to tuck into the comfort food but do you know what foods are beneficial to your wellbeing? This course reveals the secrets of Healthy Stress and Well Being. |
| Fee Negotiation For Fee Earners | This is a practical course specifically for lawyers who often fear that discussing fees will 'put off' clients. Delegates will learn a process to follow when negotiating their fees and challenge them to practice their skills and to ensure they are able to unfluence and negotiate at appropriate times. |
| Assertiveness and Influencing | This fresh and exciting look at a critical topic for the business professional has been written to take advantage of a greater understanding of human behaviour. Business decisions are often driven by personality and the need to empathise and connect with those inside and outside the firm. |
| Communication Skills | This course will improve the way you engage with teams, clients and other people by helping build your understanding of the way people communicate differently. Personality can drive behaviour, so understanding the difference enables you to adapt, then influence and motivate other people effectively - its like having a secret look into other people's worlds! |
