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JD Supra Perspectives

The Underleveraged Advantage of Emotional Intelligence in Legal Practice

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What separates good attorneys from the greats? Rich Bracken dives in – with pointers of how to get there....more

JD Supra Perspectives

Stronger Client Relationships Start Here: The Four Behaviors That Matter

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Rebecca Edwards Hnatowski on four key behaviors that define exceptional client service ...more

JD Supra Perspectives

Senior Partners are the Golden Ticket for Law Firms

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Coaching younger lawyers on BD is an obvious way to grow future rainmakers, but it should never be limited to partners in the first half of their careers....more

International Lawyers Network

Dishwashers, Luggage Cake & Client Retention

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I’m on hold, listening to what I’m sure this company assured itself was jazzy music, while I try not to grind my teeth together. It has been four weeks since the dishwasher repairman was here to assure me that it would only...more

Gould + Ratner LLP

Aspirational Attributes to Being and Staying an “A” Lawyer

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Abraham Lincoln said that “[i]n war, both sides think that God is with them. Both may be wrong but only one may be right.” Like Lincoln’s wartime adversaries, most lawyers I know think that they are at the pinnacle of their...more

LawVision

Law Firm Sales: Keeping in Touch is Everyone’s Job

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I felt compelled to write this blog about keeping in touch. I am amazed at how many people who have been laid off or furloughed who have reached out to our team over the past few months. To me, this is similar to reaching out...more

LawVision

Ten Tips to Add Octane to Your Business Development/Client Retention Activities

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In tough economic times, business development takes on added importance. Here are some truly simple, yet often overlooked ways of adding some fuel to your business development activities. These tips are for seasoned...more

Jaburg Wilk

To Understand a Client's Needs Requires Exploration

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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

Troutman Pepper Locke

Some Thoughts on How Outside Counsel Can Be Most Helpful to Clients

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The practice of law has changed over the past half-century. Very few attorneys will dispute that. The days of invoices sent to clients with a number and "for services rendered" not only are gone, lawyers who began practice...more

JD Supra Perspectives

The Language Barrier: How to Help Lawyers Listen Actively and Communicate Strategically

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As client service and business development coaches in law firms, we can help our attorneys navigate tough conversations, actively listen to the voice of the client, and suggest alternative approaches to communication. Here...more

JD Supra Perspectives

Client Satisfaction Is Built On Relationships, Not Just Exemplary Service

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Five ways for attorneys to build relationships that are as meaningful for your clients as they are for you....more

LawVision

Law Firm Business Development:  Don’t make this common mistake when following up with a prospective client

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I chuckled as I read Jon Manley’s article, “Stop Touching Base with Your Prospects.” It might seem counterintuitive, but a closer look reveals a common trap many of us can fall into.  Consider the following email outreach...more

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