Upcoming SLA CID Webinars... 12:00 PM - 1:00 PM EDT

[Anna F. Shallenberger]

Improve Your Collection Skills through Interviewing and Elicitation - Wednesday, February 27, 2013

This Webinar will help you sharpen your interviewing skills to get people to open up with you. These techniques can be used for any form of collection: competitive intelligence; interviewing a celebrity; trade show collection or a radio talk show, for example. We will focus on how to get anyone to talk to you whether it's a cold call or a warm call; and how to quickly warm up a cold call. We will move through basic motivational assessment to get people to talk; interview preparation and 11 elicitation skills. With practice you will become a pro!

Ellen Naylor has over 30 years of sales and marketing experience across many industries. She initiated a competitive intelligence (CI) process at Bell Atlantic (Verizon) and conducted financial competitive analysis and economic forecasting at Northwest Airlines.

Business Intelligence Source (TBIS) enters its 20th year as a full service competitive intelligence firm. Ellen is an expert primary researcher in just about any area or industry. TBIS’s sweet spot is integrating intelligence gathered from sales, marketing, product development, customers and the competition; and teaching clients HOW to collect and organize intelligence—most notably through elicitation and good communication skills.

Ellen is a 23 year veteran at SCIP (Strategic Competitive Intelligence Professionals), a sought after global speaker and thought leader as evidenced in Competitive Intelligence Magazine articles, Naylor’s Mailer and Cooperative Intelligence Blog. SCIP awarded Ellen the Fellow and Catalyst awards in appreciation of her leadership and contributions to competitive intelligence. Ellen earned a BA in international studies at the University of Notre Dame and speaks French. She earned an MBA at the University of Virginia’s Darden Graduate School of Business. Ellen grew up in an international community in Yokohama, Japan, and is comfortable leading cross-cultural teams.

https://www3.gotomeeting.com/register/310641414#slacid

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CI for Law Firms: A Roadmap for Success - Wednesday, March 13, 2013  

What if you could alert the Managing Partner of your competitors new practice groups and lateral hires well in advance of a public notice and potentially prevent the loss of clients? What if you could inform your IT Committee of key details to a proprietary technology that allows your firm to do the same automated tasks faster and more efficient than your competitor firms? What if you could anticipate an important strategy shift in the industry, allowing your firm to execute a planned strategy as a first mover, therefore capturing market share first? What if you could do all this while your lawyers continued to practice law? Well, you can.

For several years now, there has been talk in the legal marketing industry about competitive intelligence (CI), what it is, how it works and why firms need it. There are annual conferences devoted to the topic, sessions at various non CI conferences geared to the CI professional in law firms and blogs that talk about the challenges of CI in law firms. In recent years, we have seen firms set up competitive intelligence units and a growing number of job postings for CI analysts and specialists posted through LMA and other job boards. To date, there has yet to be a roadmap for success developed that is specifically tailored to the legal market, where professional services CI functions face unique roadblocks and challenges than their counterparts in other consumer, manufacturing or service industries.

This session will present the one concept of an intelligence roadmap that enables firms to grow a CI function into a world class operation that consistently delivers value.  The presenters will translate this roadmap into a directly applicable steps for law firms by pointing out some of nuances in the legal profession that create challenges for law firm CI professionals. Attendees will take away practical solutions and proven approaches to dealing with the challenges of starting, operating and leading an intelligence function in the law firm environment.

https://www3.gotomeeting.com/register/271892630

[Anna F. Shallenberger]

The SLA Competitive Intelligence Division is excited to announce the next two webinars in our monthly continuing education series:

Both last an hour and begin at Noon EDT:

Wednesday, February 27, 2013 - Improve Your Collection Skills through Interviewing and Elicitation

https://www3.gotomeeting.com/register/310641414#slacid

Speaker: Ellen Naylor / Series: Leaders in CI

• Sharpen your interviewing skills to get people to open up with you.
• Techniques can be used for any form of collection: competitive intelligence; interviewing a celebrity; trade show collection ...
• Focus on how to get anyone to talk to you whether it's a cold call or a warm call; and how to quickly warm up a cold call.
• Covers basic motivational assessment to get people to talk; interview preparation and 11 elicitation skills.  

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Wednesday, March 13, 2013-  CI for Law Firms: A Roadmap for Success

https://www3.gotomeeting.com/register/271892630

Speakers:  Zena Applebaum & Mark Gediman / Series: Careers in CI

• Will present the one concept of an intelligence roadmap that enables firms to grow a CI function into a world class operation that consistently delivers value.
• Translates this roadmap into a directly applicable steps for law firms by pointing out some of nuances in the legal profession that create challenges for law firm CI professionals.
• Take away practical solutions and proven approaches to dealing with the challenges of starting, operating and leading an intelligence function in the law firm environment.

Please join us!

Best Regards,
Anna F. Shallenberger
SLA Competitive Intelligence Division, Education Chair
http://twitter.com/ClosetLibrarian
[e-mail]
Skype: anna.fay.shallenberger

[Anna F. Shallenberger]

CORRECTION: 1PM EDT -- not  Noon

[Anna F. Shallenberger]

Posted a discussion thread on LI to continue brainstorming around Elicitation -- see http://www.linkedin.com/groupItem?view=&gid=1236707&type=me...

Video mentioned during webinar -- see http://www.youtube.com/watch?v=V6DSu3IfRlo