1. Learn about their business and their industry at your expense.
  2. Identify needs of client and services that have a high impact on the client’s ability to achieve its goals and become expert in those services.
  3. Ask clients to identify their objectives before beginning work and then offer a plan to achieve those objectives.
  4. Place lawyers

Who was the first to say:

All other things being equal people want to do business with people (lawyers) they know, like and trust.

In his book “The Likeability Factor,” Tim Sanders includes a chapter on “The Four Elements of Likeability.” Those elements are:

    • • Friendliness
    • • Relevance
    • • Empathy
    • • Realness (authenticity)

They say