Law.com Subscribers SAVE 30%

Call 855-808-4530 or email [email protected] to receive your discount on a new subscription.

Marketing the Law FirmKickerFeaturesTopicsLaw Firm ManagementSectionsNewsLJN Newsletters

Voice of the Client: Are You Listening?

By Silvia Coulter
July 30, 2012

“I can talk all I want but I often wonder who is listening?” Interesting words from a GC of a global energy company, who was invited to present on a panel to a law firm conference audience of managing partners. When asked why the response, he added, “Clients have been telling lawyers for years how to make the relationships work; what we are looking for and how to win business. Are they listening? Most of us don't think so.”

Some clients might disagree, but how many can truly relate to this comment? Perhaps quite a few. The world of client opportunities is shrinking, based primarily on the fact that, with the exception of budding startups, any client worth grabbing has plenty of law firms with whom they work. To win new business means grabbing client share from another firm. That's fair, but why let it happen to your firm? Focus first on client retention, then client growth and then new business development. Why? The firm stands to gain the most opportunity from its existing clients by growing share of wallet or building advocacy into those relationships which in turn, may provide opportunities for clients to refer the firm to others.

This premium content is locked for LJN Newsletters subscribers only

  • Stay current on the latest information, rulings, regulations, and trends
  • Includes practical, must-have information on copyrights, royalties, AI, and more
  • Tap into expert guidance from top entertainment lawyers and experts

For enterprise-wide or corporate acess, please contact Customer Service at [email protected] or 877-256-2473

Read These Next
The DOJ's Corporate Enforcement Policy: One Year Later Image

The DOJ's Criminal Division issued three declinations since the issuance of the revised CEP a year ago. Review of these cases gives insight into DOJ's implementation of the new policy in practice.

The DOJ's New Parameters for Evaluating Corporate Compliance Programs Image

The parameters set forth in the DOJ's memorandum have implications not only for the government's evaluation of compliance programs in the context of criminal charging decisions, but also for how defense counsel structure their conference-room advocacy seeking declinations or lesser sanctions in both criminal and civil investigations.

Use of Deferred Prosecution Agreements In White Collar Investigations Image

This article discusses the practical and policy reasons for the use of DPAs and NPAs in white-collar criminal investigations, and considers the NDAA's new reporting provision and its relationship with other efforts to enhance transparency in DOJ decision-making.

Bankruptcy Sales: Finding a Diamond In the Rough Image

There is no efficient market for the sale of bankruptcy assets. Inefficient markets yield a transactional drag, potentially dampening the ability of debtors and trustees to maximize value for creditors. This article identifies ways in which investors may more easily discover bankruptcy asset sales.

Compliance Officers: Recent Regulatory Guidance and Enforcement Actions and Mitigating the Risk of Personal Liability Image

This article explores legal developments over the past year that may impact compliance officer personal liability.