Client Communications

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Think about how consultations usually go at your firm. What talking points do you and your team bring into those meetings? If your answer is “who we are, what we do, and the cost of our services,” there is a fundamental flaw in your consultation model keeping you from converting clients: You’re selling yourself instead…

From the Archives

Ran across The BTI Consulting Group’s concept of “Targeting Clients with a Market of One Approach.” Their “market-of-one” approach does not mean you only market to one client.  Obviously, starvation would quickly follow.

This is also commonly referred to as client-centric marketing and business development.

They mean that instead of focusing your…

Are you having marketing meetings? Talk is cheap. Buy-in and action is key. Thinking and planning is the easy part for lawyers. Implementation is not. Too often it is where the plan falls apart. Remember that discussions, meetings, and planning are only the start. The key is taking ACTION. The big question… What actions should…

From the very beginning of this blog, I have urged lawyers to visit their clients (off the clock) at their place of business (also referred to as their “problem space”).  It often results in immediate new business.  It worked for me, and many attorneys I’ve coached over the years said it worked for them.

That…

With the crush of year-end and the busyness of the holidays, I decided to post an encore of a
holiday post I did on December 18, 2007 on reaching out to clients and referral sources by telephone (at least) during the holidays. Personal attention is better than (but not to the exclusion of) holiday cards.

If any lawyer does not understand how important client relationships are they need to find another line of work. In this month’s issue of Edge International’s Communiqué there is an article by Shirley Anne Fortina that points out how important strategic CRM is to business development.

She states “Client relationship management should be your number…