Tag Archive: clients

Why Marketing Matters for Lawyers, Part 2

Ed shares some thoughts on electronic marketing and offers ideas on how traditional marketing can help you stand out in the crowd.

You are more likely to be remembered, thus contacted, if you reach people on a personal level.

Differentiating yourself will lead to increased:

  • calls by clients and prospects
  • meetings
  • calls from the media
  • meetings

And most importantly:
More money in the bank.


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Managing Client Expectations

Ed discusses the three key areas to address in managing client expectations.
1. When do you find out what clients want?
2. How do you find out what clients want?
3. How do you find out whether you are meeting clients’ expectations?

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Making connections with clients

In today’s L.A. Times, a doctor  talks about her reaction to meeting a patient in an airport restroom. The patient was out of context and the doctor was taken aback, at first not recognizing the patient. She concludes by suggesting how much she learned about the patient by seeing her in her own environment, the place where she works. As a consequence, she starts to think about how her future treatment of this patient will be altered.

How often do we, as lawyers, see our clients in their habitat? What kinds of information might we gather, mostly unspoken information, that would dramatically alter the advice we provide? In many cases, quite a bit! Yet, not many lawyers take the time, unbillable time, to visit our clients to really get to know more about them, their work and family environments, and the possible impact on the clients of the advice we provide.

Like the doctor writing the article, I suspect our approach would be somewhat different. And, perhaps more important, the connection the client has with us would be dramatically different!  That bond, needless to say, would result in better representation and more referrals. Interested?

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