Your firm can’t afford to let a client’s needs fall through the cracks—especially in this economy. It always pays to give your clients above and beyond what is expected. Go the extra mile, and don’t miss the chance to tell your clients what you’ve done.
 
A client of mine was struggling from the crashing real estate and financing markets, and his practice dwindled almost to nothing. But instead of sitting on his hands and waiting for the phone to ring, he committed to stay visible to both his clients and perspective targets. He set lunches, meetings and update briefings, because he wanted to make sure that when things turned around, he could be at the top of his client’s mind. As a result, he quickly won a new real estate client who has him working on a development project he hopes will be approved when the market makes a comeback.
Keep in mind that being noticed doesn’t always require a big show. Rather, it is the little things – a written note instead of an email, a face-to-face meeting in lieu of a phone call, or sending news of recent legislation or court decisions that may affect the client.

PR: wait… I: wait… L: wait… LD: wait… I: wait… wait… Rank: wait… Traffic: wait… Price: wait… C: wait…

“Do as much as possible, and talk of yourself as little as possible.” – Sallust
 
You might have a mile-long resume touting all the accomplishments you’ve accumulated in your career. But just as monopolizing a first date conversation by only talking about yourself won’t get you a second date, the same rings true when selling yourself to potential clients.
 
Your customers want solutions to their problems, plain and simple. The truth is, that many of your competitors may have just as much experience as you do. What make you different is how you approach your client’s problems with effective solutions.
 
A client of mine was in the last stretch of winning the business of a special services district, but first he needed to make a final presentation to the chief executive and board. We worked on the presentation by starting out with strategies and successes the lawyer and his firm had with similar problems. The firm and lawyers’ backgrounds were integrated into the pitch, not made the highlight. Instead of a 10-minute discussion, the board was fascinated with the options our client presented and asked numerous questions. The contract was approved that evening and asked that the work begin the following day.