Case Studies: Business Development
Client Knowledge
Problem...
While attorneys are often aware of the need to gather “client knowledge” before making a presentation, they are often not aware of what or how to gather it.
Solution...
Just ask the client or prospect what they want you to know. “I know you have similar medications on the market that could wind up on a plaintiff’s hit list.. . . What more do I need to know to be as helpful as possible? Tell me what to learn and tell me as much as you can. I’ll dig up the rest.”
