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The Red Zone

PRE - CLIENT BUSINESS DEVELOPMENT I.

By Allan Colman, the Closers Group, www.closersgroup.com

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PRE - CLIENT BUSINESS DEVELOPMENT I.

Close communications during any client contact effort, whether pursuing new business or arranging for an in-house presentation, are critical to assess success, analyze and adjust to challenges, and keep on moving. I've often had outside counsel tell me how surprised they were about in-house questions they were unprepared for. And I've also heard from in-house counsel how surprised they were at the absence of communications once an engagement started.

So what does work when you are preparing for a legal marketing foray? The following questions should be asked and answered, by you and your colleagues, before you begin pursuing current or recent clients.

* How do you define the current relationship?

* What is client's satisfaction level with your work? Can you be sure?

* Who are the contact points in your firm that have contacts at the clients? And have you gathered their information and strategies?

More next column.

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