Yes, it’s true that clients tend to hire lawyers more than they hire law firms, writes Mike White in Individual Lawyers Attract New Clients, But So Can Law Firms. That doesn’t mean, however, that firms can’t establish a brand and a reputation that lead to the meaningful connections necessary to turn prospects into clients. It just takes work and intent:
Firmwide relationship brokerage awakens a dormant asset – it’s one thing for your lawyers to put prospects and clients in touch with business actors the lawyers themselves know directly – tier I lawyer rainmakers do this all of the time; however, it’s quite another thing for law firms to make use of the important relationships all firm partners enjoy across the firm.
White describes six things that firms can do to boost their brand equity and use their collective strength to get hired. Read the post. Start doing what White suggests. You – and your partners – will be glad you did.
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