“Zipper Up” Your Clients Relationships to Get New Business


Lawyers need to “zipper up” the relationship with their clients. The idea here is that if you’re dealing with the general counsel, you want your other partners to deal with other associated counsel and deputy counsel. You want the associates at your firm to know the client’s executives.

What you want is to have many ties to the client, many people at your law firm who have connections with people who work at the client. It creates a “zippering” effect.

As you know, it’s very hard to tear a zipper apart. The more connections you have with the client—the tighter the relationship—the more likely it is that you’re going to keep the client.

The article contains a 4-point "zipper" checklist.

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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.

© Larry Bodine, The National Trial Lawyers Association | Attorney Advertising

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