Close communications during any client contact effort, whether pursuing new business or arranging for an in-house presentation, are critical to assess success, analyze and adjust to challenges, and keep on moving. I’ve often had outside counsel tell me how surprised they were about in-house questions they were unprepared for. And I’ve also heard from in-house counsel how surprised they were at the absence of communications once an engagement started.
 
So what does work when you are preparing for a legal marketing foray? The following questions should be asked and answered, by you and your colleagues, before you begin pursuing current or recent clients:
 
* How do you define the current relationship?
 
* What is client’s satisfaction level with your work? Can you be sure?
 
* Who are the contact points in your firm that have contacts at the client’s?
And have you gathered their information and strategies?

This entry was posted on Tuesday, November 4th, 2008 at 5:32 pm and is filed under Generating New Business. You can follow any responses to this entry through the RSS 2.0 feed. You can skip to the end and leave a response. Pinging is currently not allowed.