This course will teach you how to dramatically increase the profitability of your expert witness practice. The fast moving interactive presentation addresses revenue enhancement strategies from many perspectives including marketing, sales, fee setting, collections, practice management, branding, and positioning. You will leave with a personalized action plan describing the concrete steps you should take in order to make vastly more money through your expert witness practice.
Please click here for a PDF of the full conference brochure.
You will learn how to:
• Make yourself far more attractive to potential clients,
• Get new clients to come to you,
• Optimize your fee structure and minimize collection difficulties,
• Convert more case leads into paying clients,
• Position yourself in a lucrative niche,
• Data mine your old cases and case inquiries,
• Maximize repeat and word of mouth business,
• Cost effectively market your expert witness practice,
• Reduce non-billable time,
• Leverage yourself, and
• Make far more money through your expert witness practice.
Registration/Tuition/Discounts: Tuition is $1,295 on or before December 20, 2021; $1,395 December 21, 2021–February 14, 2022; and $1,495 after February 14, 2022. Your tuition includes continental breakfast and lunch with faculty each day and a detailed conference manual. Group discounts are available for two or more persons registering together from the same employer. Discount prices depend on the size of the group. Our programs can also be brought onsite to your organization either virtually or in-person. Please call 508-457-1111. A special 50% conference discount is available on all new and renewal standard listings in the SEAK Expert Witness Directory placed by attendees during the seminar.
Location/Hotel Accommodations: A limited block of rooms will be available at special rates at the site hotel, The Hilton San Diego Harbor Island (www.sandiegoairport.hilton.com) ($184/night). To make your reservations please call 1-800-445-8667 and mention that you are with SEAK, Inc. or click here. Rooms are limited and this rate expires February 14, 2022 so you are strongly encouraged to make your reservations as soon as possible. The Hilton San Diego Harbor Island is located near the airport and is situated on San Diego Bay. Guest rooms enjoy scenic views of the marina, Bay and downtown San Diego skyline. The Hilton San Diego Harbor Island features ideal proximity to the city’s most popular attractions including the Midway, Gaslamp Quarter, Sea World, and the Zoo. The hotel is within walking distance of fine dining options and features free airport shuttle, heated pool, free wifi, and a 24 hour gym.
Cancellations: Conference cancellations received in writing on or before February 14, 2022 will receive a full tuition refund. Conference cancellations received after February 14, 2022 will receive a full tuition credit.
Continuing Education Information: There are no continuing education credits available for this program.
James J. Mangraviti, Jr., Esq., has trained thousands of expert witnesses through seminars, conferences, corporate training, training for professional societies and one-on-one training/mentoring. He is also frequently called by experts, their employers, and retaining counsel to train and prepare individual expert witnesses for upcoming testimony. Mr. Mangraviti is a former litigator with experience in defense and plaintiff personal injury law and insurance law. He currently serves as Principal of the expert witness training company SEAK, Inc. (www.testifyingtraining.com). Mr. Mangraviti received his BA degree in mathematics summa cum laude from Boston College and his JD degree cum laude from Boston College Law School. He is the co-author of over thirty books, including: How to Be an Effective Expert Witness at Deposition and Trial: The SEAK Guide to Testifying as an Expert Witness; How to Be a Successful Expert Witness: SEAK’s A-Z Guide to Expert Witnessing; How to Write an Expert Witness Report; The Biggest Mistakes Expert Witnesses Make: And How to Avoid Them; and How to Market Your Expert Witness Practice: Evidence-Based Best Practices. He can be reached at 978-276-1234 or email@example.com.
Kelly J. Wilbur, Esq., is a former litigator who specialized in personal injury defense, tried several cases and worked with expert witnesses and independent medical examiners regularly. Kelly is Assistant Vice President/Associate Consultant at SEAK where her duties include teaching expert witness seminars and consulting with expert witnesses on issues such as report writing, deposition/trial prep, and business development. She is the co-author of SEAK’s 2021 Expert Witness Fee Survey. She received her J.D., cum laude, from the University of Massachusetts School of Law in 2015 and graduated from St. Mary’s College of Maryland with a B.A. in Political Science. Kelly can be reached at 781-491-6802 or firstname.lastname@example.org.
DAY ONE, Thursday, March 3, 2022
7:30 – 8:00 REGISTRATION & CONTINENTAL BREAKFAST
8:00 – 8:45 What Potential Clients are Looking For in Expert Witnesses
The faculty will detail what attorneys are looking for in expert witnesses. Questions & Answers.
8:45 – 9:30 How to Recognize and Showcase What Makes You Most Attractive To Potential Clients
A first step in developing a business development strategy is creating and refining your “elevator speech,” —i.e. a concise summary of what potential clients would like about you. Building upon the previous segment, the faculty will explain a protocol for developing your ideal elevator speech and provide examples of effective elevator speeches. Questions & Answers.
9:30 – 10:15 Finding Your Niche and Utilizing it to Increase Your Income
The potentially enormous benefits of finding a good niche will be explained and attendees will be provided with numerous successful examples as well as a protocol to identify/develop their lucrative niche. Questions & Answers.
10:15 – 10:30 Break (Networking Opportunity)
10:30 – 11:15 Positioning Yourself in the Best Possible Light
The faculty will explain how to make yourself as attractive as possible to potential clients, including: how to project a positive and professional image (and the biggest mistakes experts make in this area), how case selection influences your image, which cases/law firms to seek out and which cases/law firms to avoid, how to demonstrate effective communication skills, how and when to fill in gaps and build your CV, why you should keep a low profile, and how to gain hands-on and relevant testifying experience. Questions & Answers.
11:15 – 12:00 How to Develop and Implement an Income Maximizing Fee Structure
Faculty will provide suggestions and a “litmus” test attendees can use when reconsidering their fee and retainer structure. Emphasized will be techniques to make sure that you are not undercharging. Questions & Answers.
12:00 – 12:45 LUNCH PROVIDED WITH FACULTY
12:45 – 1:30 How to Minimize Collection Difficulties and Write Offs
Simply put, every billed dollar that is not ultimately collected comes right off your bottom line. In this segment the faculty will provide practical advice for minimizing both collection losses and write-offs. Questions & Answers.
1:30 – 2:15 How to Convert a Higher Percentage of Inquiries into Paid Assignments
Faculty will share with attendees: how to prepare for calls, what counsel are looking for, key “talking points” and numerous strategies and techniques for excelling during the call and its aftermath and converting the inquiry into a paid expert witness assignment. Questions & Answers.
2:15 – 3:00 How Much Are Your New Clients Worth?
Attendees will learn how to consider the true worth of a new client. Such an understanding is critical in order to accurately assess the cost-effectiveness of the business development techniques discussed later in the course. Questions & Answers.
3:00 – 3:15 Break (Networking Opportunity)
3:15 – 4:00 Fundamentals of Expert Witness Business Development
Faculty will discuss and explain the art and science of business development for expert witness practices. Emphasis will be placed on cost-effective techniques that attendees can immediately use to increase their income without creating a backlash or fodder for cross examination. Questions & Answers.
4:00 – 4:30 How to Track Your New Client Development
Faculty will explain techniques for tracking inquiries and cases. A model tracking form will be provided. Questions & Answers.
4:30 – 5:00 How to Data Mine Your Old Cases and Inquiries to Make More Money
Maximizing your revenue requires a periodic analysis of your past cases and inquiries. The faculty will provide a protocol and form to conduct this analysis and will demonstrate through examples the highly valuable and actionable data that may well be within your easy reach. Questions & Answers.
DAY TWO, Friday, March 4, 2022
6:30 – 7:00 Continental Breakfast with Faculty
7:00 – 7:30 How to Identify and Reach the Attorneys Most Likely to Hire You
Faculty will discuss and demonstrate how you or your staff can easily locate the particular attorneys most likely to hire you for new expert witness assignments. Questions & Answers.
7:30 – 8:30 How to Maximize Repeat and Word of Mouth Business
By far the most valuable and cost effective business development technique for expert witnesses is generating positive word of mouth. The faculty will provide dozens of suggestions and strategies for increasing repeat business with resulting increased income. Questions & Answers.
8:30 – 9:15 How to Develop a Comprehensive and Effective Internet Strategy
An effective internet strategy goes far beyond just putting up a web page. The authors will provide advice for developing a comprehensive and effective internet strategy involving URL selection, web site design, blogging, social media, search engine optimization, pay per click, inbound marketing, and calls to action. Questions & Answers.
9:15 – 9:30 Break (Networking Opportunity)
9:30 – 10:15 How and Where to Advertise: Evidence Based Best Practices
Research and evidence suggests that advertising and listing in expert directories can be remarkably cost effective and that, for most experts, there is little if any backlash from tasteful, factual ads. The faculty will specifically explain what should and should not be in expert witness advertisements, how specifically to maximize the effectiveness of your ads, and how and where to test advertising. Questions & Answers.
10:15 – 10:45 Advanced Networking Techniques for Expert Witnesses
The faculty will explain and provide examples of six specific techniques for staying in front of clients and how specifically to implement each. The faculty will further describe methods for networking with one’s colleagues and how this can lead to case referrals. Also discussed will be which professional organizations to join, how to leverage your personal relationships, why you should serve as a mentor, which conferences you should attend, and how to use online networking through LinkedIn to boost your expert witness practice. Questions & Answers.
10:45 – 11:00 Break (Networking Opportunity)
11:00 – 11:30 How to use Public Speaking and Writing to Increase Your Revenue
Speaking and writing can be very good for your bottom line. The faculty will explain and demonstrate the subtle nuances that need to be navigated to get the most out of your speaking engagement. The faculty will explain where to talk, how to get invited, when the best time to talk is, and how to get invited back and will offer advice on risk management so that the expert’s presentation does not come back to haunt the expert. In regards to writing, the faculty will explain how to choose the correct topic to write on, the various types of writing that experts can do (white papers, articles, peer review articles, blogs, books, etc.), how to calculate the cost of writing, risk management considerations influencing your title, content, and where to publish—all with the aim of generating lucrative cases. Questions & Answers.
11:30 – 12:00 Direct Outreach
The faculty will explain how to draft an effective communications piece and who to target this piece to. Also included will be tips and advice on how to make your outreach cost-effective. Questions & Answers.
12:00 – 12:45 Lunch with Faculty (Provided-Networking Opportunity)
12:45 – 1:15 Reducing Non-Billable Time
The less time you spend on non-billable time the more time you will have to bill, develop your practice, and increase your skills. The faculty will explain how to create large amounts of extra time by leveraging yourself through technology and proper staffing. Questions & Answers.
1:15 – 1:45 Leveraging Your Name and Reputation to Earn More Money: Bringing on Additional Experts
Many expert witnesses work in firms or group settings. Expanding your practice to a group can allow you to greatly increase your billings and revenue as well as build residual sale value in your firm. The faculty will discuss the benefits and drawbacks of expanding beyond a one person firm and will give practical advice for doing so successfully. Questions & Answers.
1:45 – 2:30 Personalized Action Plans
Attendees will work with faculty to pull together a personalized action plan to greatly expand the profitability of their practices. These plans will be discussed and critiqued. Questions & Answers.
What past attendees have to say:
“Jim, Thanks for making the class extremely memorable. You did an excellent job teaching! I now have a large list of tasks I need to complete with my expert witness business.”
“Jim, thanks for the excellent course last week, which is changing my actions today and I am sure will have long term impact for the future.”
“I very much appreciate the approach, the professionalism, the frankness, and the organization. [Jim and Kelly] provided me with much needed direction.”
“Not only was the instruction useful, even to someone with as much experience as I have had as an expert witness, but the cross-pollination of ideas from the other participants was also quite valuable.”
“It was great to drill down on the details of how to improve our business.”
“A well prepared and presented course that truly addressed all the aspects of creating healthy growth in an expert witnessing practice.”
“Thanks again so much for the course! Definitely gave me a number of great ideas to make my expert witness practice grow.”
“Very helpful info, validated I’m doing a number of things well, but also showed me areas/opportunities for improvement.”
“Thank YOU, Jim, for an excellent course yet again. I am working on my 4 pages of to-dos and making progress. I am grateful for your guidance, instruction, and support in this exciting endeavor.”
“Jim, you are definitely a great pioneer in this area. I love that you give a lot of great information, but you make it an interactive and personal experience. Where we all learn from one another.”
“The course was spectacular, and I am fired up to develop my expert-witness work for the coming decade. The content was exactly the sort of informed and doable advice I was looking for.”
“Jim and Kelly, Thanks again as always for a great seminar. I have spent the better part of the week working on the 42 items on my to-do list to get my business into shape.”
“Treasure trove of real world, practical information.”
“Jim, It was truly a life altering experience! Thank you.”
“Most useful to me was the notion of developing an “elevator speech”. It called for an introspective focus on what the marketable skills of the expert witness is.”
“I am writing to thank you for an excellent conference last week. Jim, you’ve honed a very inclusive teaching style, where you’re somehow able to keep track of each person’s expertise/experience/personality, and draw-in individuals throughout the discussion. That’s hard to do, and you nail it.”
“Thanks for an excellent course.”
“Very informative, helpful, friendly and to the point.”
“Very engaging, knowledgeable and funny. Thanks!”