I hope that each of you has approached 2015 with enthusiasm and energy. For many lawyers this will be a transition year. Here are 12 questions that will help you determine if you are making client development happen or just hoping it will happen.
- Have you set 2015 goals for client development and prepared a plan to achieve them?
- Have you set goals for the first 90 days of 2015?
- Do you plan time each week for client development activities?
- Are you focused on your contact with clients, potential clients or people who can refer business to you?
- Do you regularly visit/meet with clients just to learn more about what is going on in their business?
- When you see an article, book or seminar that may be of interest to clients, do you forward/send it to them?
- When you finish a project do you follow up and seek feedback on your performance?
- Do you ask questions and listen well when visiting with clients?
- Do you read your clients’ trade publications?
- Do you know your clients’ industry, business, strategy and legal needs?
- Do you know your client representatives personally, including names of their family members, their assistant’s name, their interests outside of work and their values?
- Have you set up a way to keep track of your clients and their industries?
If it makes sense for fitness, doesn’t it make sense for client development? I invite you to join a 2015, group telephone coaching program. I will help you develop a plan that will work best for you, hold you accountable and push you.