Client Relations


Play to Win

Walking in Your Client’s Shoes

By | Aug.17.16 | No Comments

I heard a lawyer tell a joke once that went something like this: “If you’re having trouble with a client, walk a mile in his shoes. That way, you will have a one-mile head start …Continue reading »


Play to Win

Lawyer, Know Thy Client

By | Jul.28.16 | 1 Comment

Recently, I interviewed the partners at a law firm as part of a marketing assessment. I asked each of them whether there is any particular industry or type of client the firm should target for …Continue reading »


Between Generations

Communicating with Baby Boomers: Best Practices

By | Jul.20.16 | No Comments

Recently I offered suggestions — aimed at Gen Xers and Baby Boomers — for improving communication with millennials. Here is the promised corollary version: Guidelines to help millennials communicate with Gen Xers and Baby Boomers. It’s Not About You One …Continue reading »


Well Said!

Purge Toxic Clients from Your Practice, Part 2

By | Jul.14.16 | No Comments

In Part 1 of “Purge Toxic Clients,” we walked through how to identify a bad client. Today, having identified them, let’s look at how to actually end the relationship. How to Fire a Client When ending a client relationship, you …Continue reading »


Play to Win

Building Relationships With Contacts

By | Jul.07.16 | 1 Comment

Years ago, someone told me about an accounting firm’s business development training philosophy. The firm had developed a continuum from 1 to 10, where “1” was something like “Would recognize me on the street,” and …Continue reading »


Well Said!

Purge Toxic Clients from Your Practice, Part 1

By | Jun.23.16 | 1 Comment

To dramatically enhance your productivity, zero in on the biggest source of stress and wasted time: toxic clients. Some lawyers fight to hold on to business at all costs. After all, it’s an article of faith …Continue reading »


Happier Clients

Use Soft Skills to Become In-House Clients’ Favorite

By | Jun.20.16 | 1 Comment

Some of the most well-attended legal marketing panels feature in-house counsel sharing their likes and dislikes. If you’ve gone to more than one, you’ve probably already internalized these maxims: Understand my products and business Communicate matter and budget …Continue reading »


Well Said!

My Clients Say They Only Want Me!

By | May.26.16 | No Comments

It is a common lament: “My clients say they only want me. How do I introduce colleagues or juniors in a way that creates trust?”  And like so many business obstacles lawyers struggle to overcome, it’s one they …Continue reading »


Between Generations

Communicating With Millennials: Best Practices

By | May.18.16 | No Comments

If you’re not a so-called millennial, this post is for you. If you are, stay tuned for Linda Hazelton’s follow-up on post on how to communicate with baby boomers and Gen Xers. As of 2015, millennials …Continue reading »


The Friday Five Classic

Five Things Lawyers Hate to Hear Clients Say

By | Apr.15.16 | 1 Comment

In situations involving you and your client, the adversarial system is your worst enemy. The only win is a long-term client relationship that is sustainable, and a short-term victory gained by your legal swordsmanship almost …Continue reading »