Don’t Be Afraid to Request a Client Visit

by | Sep 13, 2016 | Advice

Wondering if it’s a good time to visit your client? Just ask them. Don’t get hung up on whether or not they’ll be bothered by the question because they might be busy, writes Nat Slavin in The Right Time to Visit a Client: “That is the bad kind of thinking that...

Client Interview Questions That Get Answers You Need

by | Sep 12, 2016 | Advice

Client interviews don’t need to be complicated, writes Linda Hazelton in What to Ask in Your Client Interviews. But the trick is to get them talking: “For some clients, the only question you may need to ask is: “How could our service to you improve?” […] For others,...

Make Managing Relationships Your BD Priority

by | Sep 9, 2016 | Advice

The client is king, writes Shirley Anne Fortina in Business Development: Strategic Client Relationship Management, but that king can be fickle. That’s why your number one BD activity should be managing those relationships: The better you know your clients, the...

10 Steps to Successful Hunting in Packs

by | Sep 7, 2016 | Advice

Lawyers often call on potential clients in groups. Not only because there’s “safety in numbers,” but because when you’re trying to put your best foot forward, sometimes you need more than two. And to keep from tripping each other up, writes...