Building Client Relationships with an Alignment of Interests
On May 11, I was able to sit in on the Argyle Executive Forum 2010 Chief Legal Officer Leadership Forum event in San Francisco. One of the topics of discussion was the latest definition of “alternative fees” – information that I will be relaying during upcoming workshops and seminars where I’ll continue discussing the importance of alternative billing arrangements.
Alternative fees are one way in which lawyers and law firms are able to add value to the services that they offer clients. Providing value is, of course, just one way in which lawyers can indicate that they understand their clients’ and prospects’ businesses and is something that business development consultants from the Closers Group stress to our clients.
Our commitment to the importance of building client relationships was only strengthened after attending the conference. In attendance were over 150 senior in-house counsel members including speakers from Cisco Systems, Qwest Communications, Google, Jack in the Box, Levi Strauss & Co., the Molson Coors Brewing Company, and other equally well-known corporations as well as Partners from a number of big name law firms. The common theme was clear and simple: When attempts are being made to close sales, demonstrate your knowledge of a prospect’s business – including internal pressures and the risks they may be taking – and emphasize the “alignment of interests.”
When it comes to building relationships, in-house decision makers for law firm sales aren’t just looking for a lawyer – what they’re looking for are firms that have a demonstrated commitment to helping firms progress and thrive.
