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CRM Building Project – Part 1: New Construction

So for some reason, one day about a year and a half ago I decided that it would be a good idea to build a house. Not sure exactly why I thought adding this to my never-ending list of existing projects would be a smart thing...more

Ten Questions To Ask Your Client Before Seeking To Enforce A Restrictive Covenant Or Confidentiality Agreement

The phone rings on a Wednesday afternoon. In a panic, your longtime client explains that a hotshot employee has unexpectedly fled to a competitor a few months before the launch of a top secret new product. The client is...more

Be a Skeptic When a Potential Client Wants to Switch Counsel to You

Sometimes you should view a new potential client with skepticism. If the matter has been handled by another attorney and is now being referred or brought to you, there may be a reason you won’t like....more

The Four Stages of Successful Coaching

There is an old Peanuts comic strip featuring Charlie Brown and Lucy that resonated with me when I began working with professionals on business development for the first time. In it, Lucy—the psychiatrist who is “IN”—is...more

Cross Selling Sucks. Here Are 18 Reasons Why. (Part 2)

This is the second part of a two-part post describing why Cross Selling (or “cross-marketing,” or “cross-servicing”) is much more difficult than most professional-services firms believe. Below are additional reasons...more

3 Unusual Signs that You Will *NOT* be Sued (tip)

So often, lawyers are the bearers of bad news.  What will get you sued.  Signs a lawsuit is coming.  What you can’t say (even though you’d really like to say it!).  What “wouldn’t be prudent”.  (h/t SNL)....more

Big Law’s Future in a Borderless World

For the recent financing of a gas project in Russia, Latham & Watkins represented a joint venture for Russian, French, and Chinese partners. Our attorneys communicated with clients in their native tongues, discussing...more

Cross-Selling Sucks. Here Are 18 Reasons Why. (Part 1)

Q: My law firm can’t cross-sell. What are we doing wrong? A: It’s not just you, it’s most firms. In fact, most law, accounting, and other professional-services firms struggle with selling different practice areas to...more

Don’t Put Your Rankings Ahead of Client Service

If you ask most legal marketing professionals about their top pain point and/or worst use of resources, lawyer rankings and awards always rise to the top. They are growing in popularity and awareness, and the time demands to...more

The Roundup: This Week’s Recommended Reading (July 10, 2015)

From Around the Web Are You Controlling Your Client’s Narrative: Most people’s lives are quite mundane, but they want, they expect, the ups and downs of fairy tales they’ve heard all their lives. That doesn’t change when...more

Are You an Agent or a Gatekeeper?

At the Union Square Hospitality Group’s Hospitality Quotient customer service training session, we talked about the importance of building an organization with “agents.” We have all personally experienced “gatekeepers” and...more

Marketing to Millennials [Video]

Does your legal counsel understand your customer? Your business? Your industry? At Ifrah Law, we understand all three and we strive to provide you with the expertise that will help you grow your business!...more

What’s your RSTLNE?

Smart people do their homework, rely on past experience and pattern recognition to guide future behavior, and practice. But really smart people often “wing it,” preferring to use their towering intellect to smoothly navigate...more

What CEOs (and Other Clients) Want

It was my second week as the bank holding company’s newly minted general counsel, and I walked into my CEO’s office late in the afternoon with one question: “What type of general counsel do you want me to be for you?”...more

CorpCast Episode 7: Better Know a Judge: the Honorable Mary M. Johnston of the Delaware Superior Court [Video]

In our second installment of “Better Know a Judge,” we welcome the Honorable Mary M. Johnston of the Delaware Superior Court in New Castle County. Judge Johnston, who is a member of the Superior Court’s Complex Commercial...more

Insurance May Cover Call Recording Class Actions

Companies often monitor or record conversations between their employees and customers for training or quality control purposes. California law prohibits monitoring or recording unless both parties consent. Class actions have...more

5 Easy Steps to Derail Your Attorney/Client Relationship

When clients come to me for legal advice, I assume they will consider my advice, if not follow it. However, for sake of argument, let’s say you are different and you want to know the best ways to negatively impact the...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

Introducing the Brazilian American LawCenter [Video]

This is my first video in Portuguese or at least trying to speak Portuguese. The video is an introduction of the Brazilian American Law Center. This firm and its activities are a separate pursuit from the Law Office of Gerald...more

Using Client Engagement Letters to Better Define Services

I was recently interviewed for the Association of Legal Administration‘s Legal Management magazine on the topic of client engagement letters. Writer Paula Tsurutani gathered commentary from a number of industry leaders and...more

Associates Today, Clients Tomorrow

I’ve conducted quite a few interviews recently where the client contact was previously an associate at the firm. It creates an interesting dynamic and is something very important to consider as the marketplace and industry...more

Client Q&A: Joni Lee Gaudes

FCTI, Inc. is a leading nationwide ATM network and service provider. Since 1993, it has deployed customized ATM solutions to America’s largest financial institutions, travel centers and retailers. The Los Angeles-based...more

Do You Measure Up As Outside Counsel?

As a young lawyer, I (like many others) assumed legal expertise was the fundamental prerequisite to a successful legal career. Certainly, you aren’t going to be considered for selection without it. But as we all now know,...more

How Do Your Clients Define Value?

In a recent conversation with a Fortune 500 in-house counsel, I asked how she defines value. She replied, “Value is the most ill-defined concept in the legal industry. What I value is a firm that understands how its work fits...more

5 Uncommon Ways for Lawyers to Successfully Connect with Prospects

Here’s a fact: Clients come to you because they’re in discomfort and they want your help in relieving that discomfort. In learning to meditate, teachers will first instruct students to “take their seat.” This...more

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