Client Meetings

News & Analysis as of

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

7 Things You Need to Do to Engage More Clients in Your Law Practice

As I promised last week, I am back with an article on the specifics of what it looks like for you to have systems in your law practice for engaging clients, and to be serving those clients in such a way that they turn into...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

Saved by the Dogs: Credibility of Work Comp Lawyer

I had a Metro cop come to the office the other day for a free consultation. When I greeted him in the waiting room, before he even rose from the couch to shake my hand, he stated that he didn't like or trust lawyers. I...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

How do I get through my first client meeting?

Everyone’s first meeting is weird. In fact, the first dozen meetings feel stilted and strange, and that’s because you care. If you didn’t care, you wouldn’t be nervous. You’re rehearsing to get your verbal system down tight....more

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