How To Unseat The Competition


Here is something they never taught you in law school: No one changes lawyers unless they first question the value they get from their current lawyer.

Shaking a client loose from the comfort of an existing relationship requires that client to see a higher reward in quality or value or see some degree of risk in remaining with their current provider. Barring that, clients are unlikely to switch. Diagnostic questioning is a process which will reveal the lapses or under performance of any service provider. It requires a subtle yet disciplined line of questioning which helps clients reveal unmet needs and unrealized issues.

By engineering a diagnostic conversation in such a way as to illuminate the variety of areas that can cause friction or discomfort in a client relationship, you will more likely cast doubt on the current provider's service delivery and sow the seeds of discontent. And, of course, this is the ideal position from which to offer an alternative solution.

LOADING PDF: If there are any problems, click here to download the file.

DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Group Dewey Consulting | Attorney Advertising

Written by:


Group Dewey Consulting on:

Readers' Choice 2017
Reporters on Deadline

"My best business intelligence, in one easy email…"

Your first step to building a free, personalized, morning email brief covering pertinent authors and topics on JD Supra:

Sign up to create your digest using LinkedIn*

*By using the service, you signify your acceptance of JD Supra's Privacy Policy.

Already signed up? Log in here

*With LinkedIn, you don't need to create a separate login to manage your free JD Supra account, and we can make suggestions based on your needs and interests. We will not post anything on LinkedIn in your name. Or, sign up using your email address.