In case you missed it, Issue 346 of my Weekly Digest on all things going on in #legal #strategy #pricing #vbp #CRM #clients #customers #innovation was sent to subscribers earlier today. Check it out here.
ICYMI – Weekly Digest 346
ICYMI – Weekly Digest 345
In case you missed it, Issue 345 of my Weekly Digest of all things going on in #legal #strategy #pricing #vbp #CRM #clients #customers #innovation was sent to subscribers earlier today. Check it out here.
ICYMI – Weekly Digest 344
In case you missed it, Issue 344 of my Weekly Digest of all things going on in #legal #strategy #pricing #vbp #CRM #clients #customers #innovation was sent to subscribers earlier today. Check it out here.
#ICYMI – Weekly Digest 334
#ICYMI – Weekly Digest 333
#ICYMI – Weekly Digest 332
Issue 332 of my Weekly Digest of all things going on in #legal #strategy #pricing #vbp #CRM #clients #customers #innovation was sent to subscribers earlier today. Check it out here.
How sticky are your firm’s key clients?
Interesting take-out from the MPF 2022 Fall Symposium:
Fifty percent (50%) report that they are “very concerned” about the concentration of client relationships among senior lawyers. Another 36% are somewhat concerned. Yet, only thirty-five percent (35%) have plans in place to help transition senior lawyers toward retirement.
Which begs the questions: ‘How good is your law firm’s Key Client Account Program?‘; or, probably more importantly: ‘What processes do you have in place to ensure the clients of your firm are firm clients, not partners of the firm clients?‘
And, if you are not sure how to go about securing your firm’s key clients, check out some tips on this from Kim Tasso or Kevin Wheeler.
As usual, comments are my own.
Silvia L. Coulter: The Five Big Questions Every Client Relationship Partner Must be Able to Answer
Love this post by Silvia L. Coulter on LawVision (‘The Five Big Questions Every Client Relationship Partner Must be Able to Answer‘).
The 5 questions are:
- What are the top three strategic growth objectives of the company overall?
- Where is the company spending its R&D dollars? Or, for service firms, research investment dollars and efforts?
- What is the biggest challenge the company anticipates as it looks toward the upcoming year?
- For what services is the client working with other outside counsel and for which of these services will they consider the client relationship partner’s firm?
- Who at the C-level of each client should we meet next?
Which many of us would be challenged to know the answer to – and to know how important those answers are, check out her post.
If you have any ideas about additional questions that need to be asked, let me know
#ICYMI – Weekly Digest 320
What should you be doing to help build trust with your client?
If you are looking for some examples of how you can build trust with your clients/customers, then there are some great tips in the latest Holden Advisors blog post – ‘What Leaders Can Do to Build Trust‘.
Definitely worth a read.
Photo credit Joshua Hoehne on Unsplash
Random Thoughts On The Business Of Law 