William Jefferson Clinton got it very right when he said half of life is about showing up and, attracting the business to your law firm means you have to show up. You have to be present and you have to do it regularly. The idea is for you to be present with something clients care about, are interested in or are responsible for addressing. You can even expand your scope of impact by working on and offering insight on matters that do not concern you or your current scope of work. Note however, your law firm cannot do this as part of slick advertising or trying to trick the client into having a false obligation to hire your firm by offering 'free' and then turning around to hit the client with the full payload (bait and switch) in the final bill.
We are referring to a genuine attempt to be useful not an attempt to create your own solution and then begin to look for the perfect problem.
This approach will backfire.
The only way this method of expanding your scope of work will work is if you become a law firm that practices in this manner and not just one that does it to lure in clients.
The central skill to showing up as concerns attracting clients for your law firm's book of business is to become as informed about your clients industry as well as your client is. In a sense, you sound like a member of her industry and you are able to discover insights you can put to your clients.
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