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The Red Zone

Lawyer Business Development

By Allan Colman, Managing Director, the Closers Group:

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LAWYER BUSINESS DEVELOPMENT concludes with a discussion of some additional tactics in-house counsel will appreciate. And they present opportunities for lawyers marketing or expanding client relationships to enhance the future.

First, offer to be a speaker or co-speaker with the client at a client association. If they respect your work, it is a feather in their cap to introduce you to their colleagues.

Next, if they want to join a new organization or be sponsored into a special group, offer to serve as a reference. And if you are a member of a prestigeous group, ask if you can honor them with a nomination.

It also goes without saying that periodic, non-business contact is very helpful. It could be golf, a baseball game, a museum exhibit, or a wine-tasting dinner. Even if not accepted, the offer counts.

Lastly, if this is a new client, call them before sending the first invoice. Make sure there are no surprises, review the format, and make sure they understand what is being billed.

Think "client" first. Be sure to read our article, "Trading Places" in the next issue of MARKETING THE LAW FIRM. It puts you in the client mind.

allan colman the Closers Group acolman@closers


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