Young Lawyers Client Services

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Don’t Neglect Old Clients in Search of a Shiny New Penny

How much time do you typically spend each month seeking new clients? If you’re like many other firm lawyers, you are devoting great blocks of time to RFPs, speaking engagements, industry conferences, entertainment and much...more

Clients speak clearly. Are law firms hearing the message?

I recently read the 2016 Report On The State Of The Legal Market by Georgetown Law and Peer Monitor. I was struck by the clarity of the message being sent by clients, and equally struck by how law firms seem not to hear it....more

5 Essential Steps to Keeping your Client-Centric Resolutions

January 17 has been designated Ditch New Year’s Resolutions Day because that is about how long most people who make resolutions actually stick with them. According to research conducted by Statistic Brain, only 8% of...more

Battling Law’s Second Language

Americans are derided in foreign cultures because so few of us speak a “foreign” language. We simply figure that in light of America’s overwhelming economic, political and cultural power, we are entitled to demand that...more

Why Your Clients Hate to Call You

The year is still new, but the refrain remains the same. Lawyers in firms are finally back at work, catching up from the protracted holiday break and now excited about the promise the new year brings. Yet I’ve already had the...more

A man hears what he wants to hear…

I am sure Simon and Garfunkel never thought their lyrics would find their way into the law (this line has been used by judges in their opinions, so I am not breaking new ground) but when a line fits so perfectly, it is hard...more

Forbes: 5 Minutes Early Is On Time; On Time Is Late; Late Is Unacceptable

Here’s just a flavor for the reasons the author provides in this must-read article: Disrespectful: Being on time is about respect. It signals that you value and appreciate the other person. If you don’t respect the meeting’s...more

Partners in Service: Benefits of a Lawyer-Client Pro Bono Team

As attorneys, we are fortunate to be in a profession that provides a unique and meaningful opportunity to serve our community. Pro bono service allows us to put our specialized skills and experience to work to better the...more

Less Talk of Disruption, More Talk of Creation

There is a natural tendency in people to lament what is familiar and good but now fading away. We are in one of these cycles in law, largely because law firms and law schools are no longer on the familiar path of smooth and...more

Myrland Marketing Motivation: Why Do You Do What You Do?

Myrland Marketing Motivation, A Little Virtual Encouragement To Start Your Week. More Motivation Than Marketing. It’s A Monday Kind Of Thing! What about your job and career makes you feel fulfilled? Spend time today...more

Five Free Tools for Attorneys to Create Better Client Invoices

In general, as attorneys there are certain things we’re good at, and certain things that, as a general rule, we struggle with. When it comes to crafting a creative argument, reading a jury, or responding to a curveball thrown...more

The GC’s Perspective: Relationships Are Key

In my annual year-end scramble to obtain the required Continuing Legal Education credits, I attended a GC panel hosted by our local Legal Marketing Association. As the moderator asked the panel members questions about how...more

Firing in Slow Motion

Rare is the in-house counsel who will swiftly and directly confront outside counsel about minor annoyances or even major frustrations. While there are exceptions, most clients just don’t have the time, bandwidth or interest...more

Embrace Change and Reap the Rewards

There seems to be a theme with our clients these past few months: change. We have three different clients who recently hired new CMOs, and there are significant changes in the managing partner and chairman roles of law firms....more

Social Media and Practice: Questions Attorneys Should Ask Now

Social media users number in the billions. Facebook counts over 1.4 billion users, LinkedIn has 347 million members, Instagram has 300 million, Twitter has nearly 290 million, and YouTube reports more than a billion users....more

How to Lose a Client

After twenty years as general counsel of a financial institution and a large medical center, I have heard plenty of complaints from our executives about working with outside counsel. In my opinion, some complaints were...more

Stop Assuming. Start Asking!

Remember this saying? “Don’t ASSUME. It makes an ass out of you and me.” It’s a little childish and possibly not appropriate for a business blog, but it seems to be a consistent theme of our work lately and one worth...more

Put the Phone Away

While hearing and listening both require using our ears, the words have very different meanings. Listening requires actively trying to understand something. Listening is intentional. Hearing is being aware of the sounds...more

5 Ground Rules to Explain to Your New Client

The initial interview with a prospective client is the time to explain the ground rules of the attorney-client relationship. Here are five rules to make sure you cover....more

Be a Trusted Advisor, Not Just a Lawyer

During client interviews and conversations, we often hear about the importance of working with lawyers who are trusted advisors: - “I think he is viewed as such a trusted advisor, colleague and partner that he will be...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

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

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

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