Client retention relies on the relationships that you establish with your current and prospective clients. In our business development seminars, we emphasize the importance of selling based on the client or prospect’s needs rather than the size of your firm, the number of offices the firm has, or the awards that your firm has received.


Successful law sales require a balance between the firm’s responsibilities and in-house counsel’s responsibility to their clients – the business units. Just like your law firm, in-house counsel must provide:

1. High quality work,
2. Accurate risk assessment,
3. Responsiveness, and

Enhanced communications.

As you engage during an assignment, make sure that you continue the dialogue. Continually talk with your clients about their responsibilities to their clients or customers, and focus on what you can do to align your interests with theirs. Not only will this contribute to the success of your current efforts, but also it will provide a foundation for generating new business.

This entry was posted on Wednesday, May 19th, 2010 at 5:55 am and is filed under Client Retention. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.