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Ten Key Questions to Ask Your Clients for a Successful Year Ahead

A new year presents a valuable opportunity to strengthen client relationships and ensure alignment with their evolving needs. As a trusted advisor, it’s essential to proactively engage with clients to understand their goals,...more

The Many Paths to Business Development Success

When seasoned rainmakers step up to deliver their insights on business development to their firm’s eager associates, it often sparks both inspiration and apprehension. The underlying message seems clear: “Follow my path and...more

Get to the Point (of Sale): Client-Facing Possibilities for Law Firm Professional Staff

“Commitment to help.” This is, according to BTI Consulting CEO Michael Rynowecer, one of the top attributes that buyers demand from their law firms. That’s old news; here’s the new news: More and more, law firms have awakened...more

If you don’t know what CX is . . . you need to read this!

There are limited ways for a law firm to differentiate from other firms. After all, the practice of law is basically the sale of hours (expertise) in exchange for fees. So how can a firm actually stand out from the rest?...more

Closing Business:  Four Stages of a Business Relationship

A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint using tools like Myers Briggs and others or from a...more

Avoiding unnecessary risk to your book of business

Don’t drown, turn around! I hear this on the news every time we experience unprecedented rainfall (which we do from time to time in Texas).  While many problems associated with floods can’t be avoided, some potential risks...more

Five Reasons Why Hiring a Sales Professional Will Benefit Your Firm

The CFO called me and asked if we could schedule our initial meeting to discuss the project. I was surprised that he had called me and not the partner I brought to the pitch meeting. Then it occurred to me. The CFO thought I...more

What a Nordstrom Personal Shopper Can Teach Us About Client Service

“Can anyone give us an example of a non-legal service that you love”? The question was posed by John Cunningham to the four GC panelists at LSSO’s RainDance Conference in Dallas on May 9th. “Nordstrom Personal Shopper”...more

Artificial Intelligence – A game changer in the legal industry?

A.I. changes everything for law firms. Today’s technology allows for contract review at a speed with which a lawyer simply cannot compete. The result is a faster and more accurate work product. Law firm clients get better...more

Are Networking Events Worth Your Time?

I read a great article in the Harvard Business Review on networking.  In “Don’t Waste Your Time on Networking Events,” author Derek Coburn suggests that networkers are not achieving the results they’re looking for through...more

Yes, Virginia, Law Firms are Hiring Sales Professionals!

The Cubs won the world series, Donald Trump may be our next President, and law firms are hiring sales professionals. What? Really?...more

Law Firm Business Development:  Don’t make this common mistake when following up with a prospective client

I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap many of us can fall into.  Consider the following email outreach...more

Lateral Recruiting: Improve Your Success Rate by Asking the Right Questions

When it comes to lateral recruiting, it goes without saying that most firms aspire to improve their success rate. In the Above The Law article “6 Tips for Smarter Lateral Hiring,” author David Lat quickly prioritizes asking...more

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