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How to create a “Value-Added” client relationship

How to create a “Value-Added” client relationship

There should be a note on every lawyer’s desk that says, “What have I done today to make clients and others in my network more successful and more comfortable?”

One of a client’s best measures of a lawyer is whether or not they add value to the work and the relationship. Value means providing more than the basic legal work for which the client hired you. I have heard the word “value” described in many ways, but for a client working with a lawyer it almost always means: “I get something more than what I paid for.”

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Enable your reps to build more sales pipeline

Enable your reps to build more sales pipeline

How are you prioritizing your sales resources towards your best opportunities?

As sales leaders, it’s critically important that we focus our reps on our sweet spot, those companies and prospects where you have the best chance at selling a high-value deal. Creating a solid sales planning process for an organization involves three key areas.

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Three characteristics all great lawyers share

Three characteristics all great lawyers share

To better understand what makes lawyers successful, I launched my own research project that included gathering qualitative data from lawyers who have a variety of traits. I talked to lawyers who were introverts and extroverts; I talked to high-powered litigators and understated business lawyers. I selected lawyers whose personalities and styles were very different, because I was tired of being told that attracting and growing clients was essentially a “personality contest.” I also checked with clients to make sure that the common characteristics I found in these lawyers were the characteristics that clients truly valued.

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How law firms can build better business relationships

How law firms can build better business relationships

I define marketing and business development as anything a lawyer or firm does to keep a client’s work, grow work from an existing client, get work from a new client, or enhance the firm’s reputation in a relevant marketplace. This definition can sound complicated, but if you focus primarily on keeping and growing existing clients, you will actually be taking major steps towards attracting new clients and enhancing the firm’s reputation. Existing clients should be your sales force. How do you inspire and activate this sales force? It’s not complicated.

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Great lawyering work – through the client’s eyes

Great lawyering work – through the client’s eyes

In order to be a great lawyer, you need to know the perceived level of importance clients attach to the work you do for them. You can disagree with a client’s characterization of what you are doing, but at the end of the day, it’s what the client thinks that matters.

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Valuable practices in professional services

Valuable practices in professional services

When you hire an accountant, a landscaper, or a financial planner to do work for you, what would your reaction be if they did not return your phone calls promptly or failed to ask you important questions about what you expect and what you want to accomplish? What if there were no personal connection and they did not seem the least bit interested in you personally?

What if they did not get things done when they said they would, and they sent you a bill for more than you expected to pay? What if they were working on an hourly rate basis, but seemed to have no concern at all for efficiency and had no creative strategies to minimize the time needed for the project?

For many lawyers, this list of behaviors is only modestly troubling. For clients, however, these behaviors characterize ordinary lawyers, not great ones.

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A lawyer’s most powerful business plan

A lawyer’s most powerful business plan

With more than 20 years of experience working in the legal market, she leverages market data, competitive intelligence and innovation design concepts to help lawyers rethink the way they create, deliver and communicate value to clients. The goal: to build better law businesses, increase the bottom line and make the practice of law more enjoyable.

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The one thing you didn’t learn in law school

The one thing you didn’t learn in law school

Early in our careers as lawyers we are taught what it takes to be called a great lawyer within a law firm: excellent research and writing skills, good negotiation and organization skills, consistent demonstration of scholarly insight, and a thoughtful (dare I say “innovative”) approach to solving legal problems. While there is certainly value in being recognized by your colleagues as a savvy technical lawyer, a terrific advocate, or a superb writer, these are—or should be—the skills of all lawyers!

To achieve true greatness, you must do all of these things, and more. You need to understand what makes clients see you as a great lawyer.

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Growing a professional services firm – from the heart

Growing a professional services firm – from the heart

With more than 20 years of experience working in the legal market, she leverages market data, competitive intelligence and innovation design concepts to help lawyers rethink the way they create, deliver and communicate value to clients. The goal: to build better law businesses, increase the bottom line and make the practice of law more enjoyable.

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