Successful practices identify specific client groups and focus business development efforts there. But, being lawyers, we tend to classify clients according to their legal needs rather than by criteria that are far more relevant to clients: ...Jordan Furlong - March 21, 2011
It happens to every lawyer from time to time. Someone you thought was a good long-time client suddenly drops the relationship. Or, perhaps you compete for a new client and you’re not selected. It can happen for any number of reasons. Many of ...Merrilyn Astin Tarlton - March 3, 2011
We all know it’s much easier to generate new business from current clients than to go out and get brand new clients. But how to go about it? Here’s today’s suggestion: Create a Legal Annual Report for your best client. Jordan Furlong has ideas ...Jordan Furlong - February 21, 2011
When you are a new lawyer, it seems any client should be welcomed with open arms. More mature lawyers know that’s not necessarily so. Which brings me to a friend of mine who used to practice law in Columbia, S.C., and his New Year’s ritual ...Simon Chester - January 4, 2011
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