I was intrigued by post I ran across on Attorney at Work in which several marketing consultants offered their views on what was advertised as the “the best way to get paying client work right NOW.” Although there were many good business development tips provided, I was disappointed somewhat because only one consultant, Gerry Riskin, really offered what I consider practical advice on the “NOW” issue. Not that the other ideas wouldn’t lead to more legal work, it’s just that most will take longer, a lot longer sometimes.
Riskin’s advice? Go see your clients. It is something I have preached in my 28-plus years in the legal marketing business. Visit your clients, past and current, off the clock. It worked for me when I practiced law, and I have had hundreds of lawyers tell me over the years it has worked for them. Clients can be procrastinators just like the rest of us.
A visit often, if not 80% of the time, leads to immediate work. Matters that have been sitting in the clients outbox for a while. Riskin suggests taking along a checklist or article that would be meaningful and helpful to them. He states there is a “zero” chance of visiting 10 clients and not coming back with work. I would agree, and go further by saying that the ROI will be a lot better than that. Maybe not 80% return, but IMHO you will experience a better than 10% return.