Is Your Client Changing?
The ever-whirling wheel of change, the which all mortal things doth sway—Edmond Spenser
Things change. Whether it is operational, political, financial or cultural, chances are the clients you represent are changing too.
Never underestimate the value of honing client retention techniques and its importance in growing your business and enhancing your overall attorney marketing plan. But be careful of a myopic view. While you’re living up to your end of the relationship, understand that keeping the client happy is like a two-step dance–keep close, but be able to step back and observe.
As a close counsel to your client, you are most-likely privy to inside information about the latest developments that affect their business. But are you too close to the tree to see the forest? Take an objective look at how your client handles day-to-day, week-to-week, and year-to-year challenges to their operations and approach those issues from eyes afresh. If you can help your client with what keeps them up at night, you’ll both rest easy.
Quick Tip: Make a Fresh Eyes Evaluation part of new associate sales training and closing skills development.
