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Effective Client Development Strategies

Lawyers in private practice must develop strong skills that allow them to bring in new cases and clients. This requires not just attention to growing new business, but also attention to serving current clients with excellence. How effective are your client development strategies?

Take a few minutes to complete the following assessment. Then enter your name and email address, and you'll receive a copy of the questionnaire with your responses and some suggestions on how you might improve your business development skills. You'll also receive a complimentary subscription to Leadership Matters for Lawyers, a weekly email newsletter that features tips and strategies to boost your leadership abilities -- including your client development and client service skills.

Privacy Policy: I hate spam at least as much as you do. I will not provide your email address to any other party for any reason whatsoever, and I will email you only the items listed here. Guaranteed.

How Effective Are Your Current Client Development Strategies?

Rate yourself on a scale of 1-5 on the following practice aspects. 5 is the highest.

I have a client development strategy.
Less True - 1 2 3 4 5 - More True
I follow my client development plan consistently.
Less True - 1 2 3 4 5 - More True
I track the results of my marketing, and I know which activities routinely bring me new business.
Less True - 1 2 3 4 5 - More True
I market exclusively to a target area of potential clients.
Less True - 1 2 3 4 5 - More True
I know what meetings my potential clients attend (and I attend those), what publications my potential clients read (and I read and write for those publications), and what my potential clients' top concerns are (and I know how to address them).
Less True - 1 2 3 4 5 - More True
I always carry business cards.
Less True - 1 2 3 4 5 - More True
I am aware of what other lawyers in my firm are doing, and look for opportunities for cross-marketing.
Less True - 1 2 3 4 5 - More True
I know the business realities my clients and potential clients face, both on the macro scale and as it affects their specific industries and businesses.
Less True - 1 2 3 4 5 - More True
When appropriate, I send notes to clients or prospective clients about developments in the law that may impact on their business.
Less True - 1 2 3 4 5 - More True
I have decided whether I want to develop long-standing client relationships; if so, I invest in them regularly.
Less True - 1 2 3 4 5 - More True
I have delegated routine business development activities to my assistant, such as requesting s/he read certain publications to identify opportunities to follow a news item about a potential or current client with congratulations, offers of help, etc.
Less True - 1 2 3 4 5 - More True
I take advantage of the client entertainment opportunities the firm affords me; I invite clients and potential clients to meals and events regularly, and I know how best to use that time.
Less True - 1 2 3 4 5 - More True
I send holiday cards or appropriate gifts to clients and potential clients and always write a brief, personal note in each card or at least sign them myself.
Less True - 1 2 3 4 5 - More True
I have a plan for personal follow-up communication with clients, former clients, and potential clients on a regular basis, and I consistently stick with my plan.
Less True - 1 2 3 4 5 - More True
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