How To Unseat The Competition

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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.

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