Executive Summary: This course will teach you how to dramatically increase the profitability of your expert witness practice. It is led by a thought leader in expert witnessing. 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. SEAK will not be offering this course again in 2021.
Please click here for a pdf of the 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.
TUITION/DISCOUNTS: To register, please visit www.seak.com or call 508-457-1111.Tuition is $1295 on or before July 23, 2021, $1395 July 24, 2021–September 1, 2021, and $1495 after September 1, 2021. 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 from the same organization. Discount prices depend on the size of the group. Our programs can also be brought onsite to your organization. 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 while at the seminar.
Location/Hotel Accommodations: A limited block of rooms will be available at special rates at the site hotel, the Sea Crest Beach Hotel ($199/Single/Double Standard Rooms, $285/Single/Double Deluxe Rooms). To make your reservations please call 800-225-3110 and refer to “SEAK Training” or click here to book online. Rooms are limited and these rates expire on September 1, 2021 so you are strongly encouraged to make your reservations as soon as possible.
Cancellations: Conference cancellations received in writing on or prior to September 1, 2021 will receive a full tuition refund. Persons cancelling after September 1, 2021 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 over the past 20+ years through seminars, corporate training, training for professional societies, and training for governmental agencies including the FBI, IRS, NYPD, SEC, Secret Service, and Department of Defense. He currently serves as Principal of The Expert Witness Training Company SEAK, Inc. (www.testifyingtraining.com). Jim has been retained to prepare expert witnesses in a wide variety of cases such as catastrophic personal injury, medical malpractice, antitrust, patent infringement, homicide, commercial litigation, and product liability. He is a thought leader on expert witness business development who has mentored numerous experts and helped them grow highly lucrative practices. Jim is a former litigator with experience in defense and plaintiff personal injury law and insurance law. He received his BA degree in mathematics summa cum laude from Boston College and his JD degree cum laude from Boston College Law School. Jim is the co-author of numerous texts on expert witnessing. Jim can be reached at 978-276-1234 or firstname.lastname@example.org.
Kelly J. Wilbur, Esq., joined SEAK in 2020 as Assistant Vice President/Associate Consultant. Prior to joining SEAK, she practiced for five years as a litigator. She specialized in personal injury defense and tried several cases in Massachusetts. Kelly 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 has experience preparing experts for deposition and trial testimony. She can be reached at 781-491-6802 or email@example.com.
Day One: Saturday, September 25, 2021
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.
Sunday, September 26, 2021
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.
“A very useful two days. I am glad I attended.”
“A well prepared and presented course that truly addressed all the aspects of creating healthy growth in an expert witnessing practice.”
“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.”
“I enjoyed the course very much, Jim! You’re a great teacher!”
“It was great Jim. Thanks for being a great teacher.”
“Jim, It was truly a life altering experience! Thank you.”
“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 class on making more money! It was VERY helpful!”
“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.”
“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."
“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.”
“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.”
“Thank you for a very educational seminar to increase business as an expert witness. I walked away with a tremendous amount of information and tools for me to advance as an expert witness. Many thanks to you and SEAK for an amazing workshop.”
“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.”
“Thanks again so much for the course! Definitely gave me a number of great ideas to make my expert witness practice grow.”
“Thanks for an excellent course.”
“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.”
“The seminar was extremely beneficial.”
“The training was awesome! I really enjoyed your insight and I will incorporate some of the things that I learned into my practice.”
“Treasure trove of real world, practical information.”
“Very engaging, knowledgeable and funny. Thanks!”
“Very engaging, pretty high energy.”
“Very helpful info, validated I’m doing a number of things well, but also showed me areas/opportunities for improvement.”
“Very informative, helpful, friendly and to the point.”
“Worthwhile and enjoyable.”