LawBiz® Legal Pad: Bringing in the $’s – Collections
Are you billing appropriately? This week, Ed will offer handy tips that will help you collect what you billed to make sure that you’re getting paid.
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Tag Archive: Client
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LawBiz® Legal Pad On the Road!: Dominance
It’s no secret – lawyers butt heads. But, when it happens, do you keep your clients’ best interests in mind, or do you seek dominance instead?
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LawBiz® Legal Pad: Controlling Clients’ Legal Costs
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Five Cards & Three Feet
Today Ed talks about a basic sales mantra: "Meet People! Meet People! Meet People!" He shares how Five Cards and Three Feet can help do this.
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Managing Client Expectations
Ed discusses the three key areas to address in managing client expectations.
1.) Use the initial consultation to gauge a client’s wants and whether you can meet their wants.
2.) An attorney’s responsibility is to match what the client needs with what the client perceives they want.
3.) A monthly status report is a simple, yet critical tool to keep clients informed. –An attorney can monitor the monthly status reports to guarantee that the clients needs and wants are being met.
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Client Communications
Communication is the single most important issue to consider when keeping your clients happy. From the initial conversation with your receptionist until the case is closed, Ed explains what you need to do in order to ensure that the client is satisfied with your communications with them.
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Preference is Perishable
Ed talks about creating a bond with the client to achieve client loyalty because your revenue is a perishable commodity.
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Why Do Clients Leave Their Law Firm?
Ed notes that poor client service is responsible for 63% of clients leaving their law firm.
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The real reason that clients refer their law firms is because they are satisfied with the service they receive. Good client service is responsible for about 46+% of all referrals.
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Client expectations – Road to Revenue National Tour
The Oregon State Bar (OSB) Association was at its most hospitable best. The standing room only group of lawyers shared their experiences as I talked about how to create stronger bonds of loyalty between client and lawyer. When I asked why we should care about this issue, two very poignant answers were shouted out: i) We’d like to get paid and an unhappy client won’t pay their bill; and ii) when we deal with disappointed clients, disappointed in us, not the other party to the transaction or result of the matter, our own stress goes through the roof!
Increased revenue and decreased stress, two outstanding reasons why we should care … I think the members of this audience hit it on the nail!
Next stop is Seattle … come join us if you’re in the area..
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