Driving client engagement is important. With demand for services remaining almost flat, firms are grabbing share of wallet from one another. Not sure what to ask clients? How to build long-lasting trusted advisor...more
Elise, a partner in a Midwest-based global litigation firm, seemed somewhat desperate when I spoke with her. In the past five months she lost two significant clients. Billings for these clients averaged $2 million to $2.5...more
Receiving acknowledgement for a job well done, or for helping another business colleague or contact, or for ongoing work received from a client, is rewarding for the recipient. The inherent message is “you matter.”...more
We are seeing demand for legal services remains somewhat flat if not a very slight uptick in demand. New entrants into some of the markets outside of the U.S. and the Big Four accounting firms are focused on grabbing as much...more
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
General Counsel today still report that most outside counsel do not know their clients’ businesses at a level the clients expect. Partners will respond by saying they do indeed understand their clients’ businesses. Here is...more
Studies in the legal market consistently show that most client team “programs” are not doing well and that many firms do not even have a focus on key clients. Here are some quick bullet points to…
Originally published...more
I felt compelled to write this blog about keeping in touch. I am amazed at how many people who have been laid off or furloughed who have reached out to our team over the past few months. To me, this is similar to reaching out...more
In tough economic times, business development takes on added importance. Here are some truly simple, yet often overlooked ways of adding some fuel to your business development activities. These tips are for seasoned...more
I was speaking with a salesperson from a law firm a few weeks ago who was concerned if they would be able to attract talent and clients after opening an office in a new jurisdiction in the U.S. Within six months the answer...more
Protecting your firm’s hold on its important clients and talent is more critical now than ever before. Three key areas to focus on: talent, business retention and growth. First, every firm is reaching out to clients and good...more
There have been some good blogs and newsletters written about staying connected to clients and good contacts. Some of our clients and contacts are asking, “This is all helpful but I don’t know what to say.” So here are some...more
Ask your clients for a copy of their strategic plan, or at the very least, a copy of the executive summary of the strategic plan. No client has ever said “No” when we’ve asked them if they would be willing to share this...more
Second of two blog posts by LawVision’s Steve Bell, Silvia Coulter and Yvonne Nath In our previous blog post, we noted the emergence in the public accounting sector (and hopefully in the legal profession) of a new era of law...more
Three discussions over the last two weeks have reminded me about the importance of making yourself known and invaluable. The first was a conversation with a client during a client interview. The client said, “You know, my...more
It’s really quite simple and yet over and over we continue to hear that of all professional services firms, law firms—specifically the legal professionals, are absolutely the worst at meeting with clients on a regular basis....more
“Nothing grows under a banyan tree.” This Indian proverb speaks of leadership styles. The banyan is a great tree. It spreads its branches, drops air-roots, develops secondary trunks and covers the land. A full grown banyan...more
Building and maintaining relationships is what sales is all about. It’s doubtful any business person would disagree. Further, maintaining relationships with good contacts, prospects and clients requires constant nurturing and...more
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