Law Journal Newsletters

An ALM Website

The Red Zone

Lawyer Business Development

By Allan Colman, Managing Director, the Closers Group: acolman@closersgroup.com

  • E-Mail this Article
  • View Printable Article

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 group.com www.closersgroup.com

Comments

Be the first to comment on this post using the section below.

Add your comments

Log In

You must be logged in to comment

Register

Enter your information below to begin your FREE registration

MOST POPULAR ARTICLES

COMMERCIAL LEASING LAW & STRATEGY

Office vs. Retail Leasing: Practical Considerations for the Retail Tenant

Experienced retail tenants are generally well versed in commonly negotiated retail provisions such as those pertaining to exclusive use rights, opening and operating co-tenancies, "go-dark" rights and percentage rent. This article discusses some of the material differences between common leasing concepts addressed in both retail and office leases.

THE MATRIMONIAL STRATEGIST

PA Civil Unions and Domestic Partnerships

Although same-sex marriages and divorces can now be granted anywhere in the country, there are a few unanswered questions in Pennsylvania regarding how legal relationships between same-sex couples — that are not marriages — should be treated.

Tweets