WHAT DOES WORK IN THE RED ZONE III.
By Allan Colman, CEO, the Closers Group: firstname.lastname@example.org
WHAT WORKS IN THE RED ZONE III. I have often heard corporate counsel say that they hate surprises from their outside counsel. And surveys of corporate counsel always rank communication from their law firms as an important factor in maintaining strong, working relationships. A simple technique, often overlooked by outside lawyers heavily engaged in a project, is to set periodic meetings with their clients. Don't wait for them to ask questions or confront problems in the engagement that were not expected.
Have one of your team members responsible for scheduling meetings where you can review budgets, billing, timeliness of the work, successes and obstacles. Some clients tell me they do not bill for these sessions. This in itself is a great marketing tool.
Next time we'll discuss pre-meeting reviews.
Allan Colman, the Closers Group, email@example.com