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This is what makes timely thought leadership so magical
In today’s rapidly evolving legal landscape, staying ahead of client expectations and industry trends is more critical than ever. A Client Advisory Board (CAB) offers law firms a powerful way to foster meaningful engagement...more
Recently, I was invited to a “fireside chat” with Matt Dixon by the executive intelligence firm Equilar....more
Having a plentiful number of clients in a law firm is vital. To attract new clients, law firms must have a successful marketing plan. It is also crucial to make as many clients as possible happy to ensure they refer others to...more
In today’s competitive legal market, simply knowing people isn’t enough. I often hear from clients, “She’ll definitely call me if she ever has a legal need” or “I play golf with him every week; he’ll certainly call me if he...more
Obtaining new clientele is essential for most law firms. New clients ensure that the lights stay on and that legal staff have the work to remain profitable and generate income for the firm....more
Receiving acknowledgement for a job well done, or for helping another business colleague or contact, or for ongoing work received from a client, is rewarding for the recipient. The inherent message is “you matter.”...more
We recently held the ILN’s Annual Conference in Rio de Janeiro, and as part of the business sessions, our host firm, KLA Advogados, invited one of their clients to speak about “Client Centricity in Practice.” It was an...more
A number of scholars have studied relationship development and the science/psychology around building relationships. Whether the perspective is from a psychology viewpoint using tools like Myers Briggs and others or from a...more
A legal client's experience is defined by conversations between individuals, one-to one-emails and all the small micro-interactions that happen every day between that client and their law firm. This creates an unenviable...more
Studies in the legal market consistently show that most client team “programs” are not doing well and that many firms do not even have a focus on key clients. Here are some quick bullet points to… Originally published...more
As we edge towards the end of the third quarter of 2020 and a great deal of uncertainty still remains, the one conversation I’m having over and over again with lawyers is around how to keep current clients happy and bring in...more
Despite social distancing, working remotely, and the reeling economic environment, law firms must continue to provide exceptional service to their clients. Even as the pandemic rages on, the pressure that clients feel...more
I’ve been asked by several people whether now is the appropriate time to sell your services, or even to cross-sell the other services in your firm. Some lawyers I have talked to have said that they think now would be a good...more
Lots of marriage therapists tell married couples never to let their spouse go to bed angry. If there a dispute or the marital discord, many therapists tell couples to resolve it before they go to bed. Otherwise, the view...more
Finding the right lawyer may be an overwhelming task; Silicon Valley is saturated with attorneys and law firms, varying in both expertise and size. Your initial form of contact with prospective firms will likely be over the...more
JW Way Fundamental #4: Walk in your client’s shoes. See the world from their perspective. Empathize by understanding their fears and concerns and showing you care. Ask, “If I were in their shoes, what would I want to know and...more
These days, it seems that everyone is looking for a quick fix to everything. How do I get clients fast? How can I do business development without being directly involved myself? How can I skip ahead to the final steps? ...more
JW Way Fundamental #10: Communicate to be Understood "Know your audience. Use the language of your audience to write and speak clearly concisely, in away that can be easily understood." The purpose of communicating - whether...more
JW Way Fundamental #5: Listen Fully - "Listening is more than simply not speaking. Give others your undivided attention. Set aside your own judgments and preconceived notions. Listen with focus. Most importantly, listen to...more
JW Way Fundamental #7: Honor your commitments. "Do what you say you are going to do when you say you are going to do it. If a commitment can’t be fulfilled, tell others early and agree on a new commitment."...more