Nothing is more critical to any law firm’s success than having clients who perceive they are receiving valuable services. Those clients come back, find ways to give other work to the firm and speak highly of the firm when asked by others.
How can that relationship be developed?
First, there must be a clear understanding
I recently read a 2019 Forbes article in which Seth Godin shared: The Only Two Things That Matter—And How To Get Them
The only two things that matter are:
When describing trust, Godin said:
I think that people tend to trust folks who step up before they have to, and
They trust
You have content you created that you could give away in blogs, articles, and presentations. You may wonder whether you are “giving away” too much. Lawyers I coached asked me:
As I write Nancy and I are at Dimanté Los Cabos where we would be playing golf, but for Hurricane/Tropical Storm Genevieve!
The view went from this:
The staff at Diamanté started preparing for the storm earlier this week. Their anticipation of the storm made me reflect once again on anticipating client needs
I met a young lawyer recently by video who, without any prompting from me, told me how she works each and every day to learn and become a more valuable lawyer for her clients. Listening to her made me wish I was back practicing law and she worked for me.
I shared with the young
I wrote last week about developing skills and linked to a Seth Godin post on the subject. So, now you might ask what skills are most important.
Most lawyers aren’t very good at it. I wasn’t very good at it. I tried to get better, but I still had a long way to go.
If
Nancy and I returned from Diamanté in Cabo San Lucas on Saturday. In part because we felt safer there than in the Dallas Fort Worth Metroplex we plan to return in August. We wore masks in public. The dining servers wore masks plus shields plus gloves. At a grocery store only one person was allowed
An associate I coached several years ago asked me:
What gave you the biggest return for the least amount of time?
That’s a great question and my answer was easy. I wrote a monthly column for Roads and Bridges magazine for 24 years. The column was one page, about 675 words. The magazine was read
I recently read a Christian Science article: How coronavirus will change the US, from where we live to the way we connect. Here is the main points of change:
Recently I also read a Dallas Morning News article, Collin County
A young lawyer once asked me to share what I thought was the most important client development skill I learned during my legal career. I quickly answered:
Public Speaking
I have written about the first time I gave a presentation to a group of potential clients. I owe my career success to that one opportunity.
