Your Client, Your Collaborator

Everybody enjoys a little ego-stroking from time to time. Hold your client in high regard, and be sensitive to how their expertise can enhance the depth and breath of your own practice, while deepening the bond between you.

• • Invite your client to bar and industry association events to discuss topics related to their industry, like current events, new legislation and court decisions.
• • Ask clients to participate in new partner training to lend advice on their specific needs, pressures and day-to-day concerns.
• • Invite clients to co-author articles or prepare joint presentations with you in which they can provide expert industry commentary to the legal and executive community. Then use the article for your law firm marketing tools and business development. Use them as collateral materials for conferences and seminars you hold. Email the published pieces to prospective clients and colleagues.

This strategy has real benefit. First, you communicate to the client that they have something to contribute. Secondly, you reinforce a strong relationship. In turn, your client may invite you to their training and industry events, which can be a boon for future business development and networking opportunities.

This entry was posted on Thursday, February 7th, 2008 at 10:49 am and is filed under Client Retention. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.