Client Meetings

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Law Firm Revenue Growth: Business and Market Intelligence Keeps Client Teams Moving Forward

Sitting in a client team meeting recently and listening to the lead partner confidently discuss his knowledge of the client and how the team can pursue new opportunities for gaining more client share was another one of the...more

Better Send a Letter Before the First Consultation

A prospective client makes an appointment with you to discuss his or her case. Immediately send a letter setting out some information and a few key points. First off, you’ll definitely want to confirm the date, time, and...more

What Do Clients Say About Your Newsletters?

In the process of preparing for client interviews, we often get asked to obtain the opinions, interest or perceived value of the firm’s newsletters. It is a good question and worth asking given how much time your firm, staff...more

Procurement Issues: One-on-One Meeting Procedures

Experience with innovative procurements indicates that holding one-on-one meetings with proposers is beneficial whenever selection is based on a “best value” evaluation of competitive proposals—whether the procurement...more

Never let a client get that angry

Retirement plan providers can never be arrogant when it comes to the gripes raised by their clients. If clients have an issue with your service, you can’t discount because anger festers and boils over into an irreversible...more

The Differentiation Paradox

In our conversations with in-house counsel about what law firms can do to strengthen and deepen their relationships, we often seek a short and sweet answer to the question. The answer is easy, but following through is very,...more

5 Key Questions for GCs

As a former general counsel, I’ve been on the other side of the outside counsel/client relationship and learned a lot about what works and what really doesn’t work. While it should come as no surprise that effective...more

“I’m Not an Expert, but I Think…” The Challenge of Client Pitches.

In this brilliant one-minute clip, Mad Men captures precisely how Pitch Meetings can go tragically wrong, in any industry or organization. And this definitely including law and professional-services firms. ...more

How an Outsider’s Presence Affects the Attorney-Client Privilege

On more than one occasion, an in-house counsel has been summoned to a strategy meeting about a potential or ongoing dispute, and when he arrives, he finds an outside accountant already seated in the conference room ready to...more

Best Practices in Periodic Reviews of Participant Directed Retirement Plans

Among the duties of a retirement plan fiduciary is the duty to monitor the administration of the plan and to assure that policies and procedures are in place to minimize the risk of errors and deficiencies. While monitoring...more

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