While the past and present are important to prospects, the future is the key. Through answering the client’s questions about them and your firm, they’ll get a good idea as to your commitment to the engagement and abilities to serve their needs. The next set of questions you should be prepared for are about the future and what will happen next:

• Can you describe the risks I’m taking if I hire you and your law firm?
• How can I measure your results?
• As you think about staffing, who are the attorneys you will assign to the project?
• What are your expectations about winning versus settling?
• Tell me three reasons why you are the best choice for us?
• How can you protect us during e-discovery?

These are the tougher, harder-hitting questions that require more effort in developing succinct answers. While what you do is important, what you will do is more important – especially to the client. Laying out a roadmap will instill a sense of direction while building a foundation for future work. In doing so, you’ll get closer to the closing the sale by leaving a solid impression.


In the next post, we’ll discuss what exactly you need to know about the corporate world and the pressures your legal clients are possibly facing.

This entry was posted on Thursday, September 22nd, 2011 at 5:40 am and is filed under Business Development. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.