Law Journal Newsletters

An ALM Website

The Red Zone

ASK FOR BUSINESS

By allan colman, www.closersgroup.com

  • E-Mail this Article
  • View Printable Article

ASK FOR BUSINESS

When was the last time you asked clients for new business? On the surface, that question may seem a bit silly. After all, asking for business once a company has signed on with your firm may feel a bit redundant. But consider this: asking for more work on a regular basis is a solid client retention tactic that could lead to botton-line dividends.

Think business generation and value. If the new project involves work in a fledgling practice area your firm wants to promote, use warm relations with your client to persuade them to take a chance on your firm. Sweeten the deal and negotiate a lower fee for a set time period - perhaps three to six months -so the client can gain confidence in your firm's ability to handle the project.

Next column will discussing aligning your interests with the client's.

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

THE MATRIMONIAL STRATEGIST

Money, Emotion and the Monetary Blueprint

Money means different things to different people, and family law professionals don't always take adequate note of that, says the author, a Certified Divorce Financial Analyst. This is where the challenge lies, she says.

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