Tag Archives: client development

Know the Real Score: Survey Your Clients Regularly

The short opinion survey is one of the easiest, cheapest, and least used client development tools available to the law firm.

In a 1995 Harvard Business Review article entitled “Why …

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Overcoming Fee Resistance

This is a guest post by Gerry Riskin of Edge International on overcoming fee resistance with a client.

The first step in convincing a client of your value is to …

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Develop Clients, One Relationship at a Time

One of the best ways to maintain a relationship with clients once the initial matter is over is to contact them regularly with information that will be of interest to them along with subtle guidance that lets them know that - whatever their next problem - you should be their first phone call.
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QR Codes Can Help Grow Your Practice

At the Taste of TECHSHOW Dinner that we hosted back in April, one of the attendees, Kenneth Prochnow, a lawyer from Palo Alto, California, produced his business card, which was …

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Speed Up Responses by Slowing Down

Being more thoughtful, courteous and deliberative when you leave a voice mail message, particularly one for a client, can do wonders to make that client believe he or she has chosen the right attorney – and to recommend you to others.
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Give Your Clients a Roadmap

At the beginning of every new case, give your client a roadmap that is a written chronology or frequently asked questions sheet for each particular type of matter that you handle, to guide your clients through the process.
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