Edge International

Insights

Client Remote Working Outreach — Managing Partner Checklist

Client Remote Working Outreach — Managing Partner Checklist

Managing Partners: Capitalize on your firm’s opportunity to enhance your outreach program to clients.

WHY IT’S IMPORTANT

The extremely fragile state of mind of your clients makes this essential for three reasons:

MY RESEARCH – HANDS-ON EXPERIENCE

In my research with individual attorneys and client firms I have learned that:

QUESTIONS TO ASK YOUR ATTORNEYS

(test your attorneys’ client-awareness)

How are your clients doing right now?

What are their situations?

What are they doing to stay sane professionally or personally?

How are they coping with working from home (WFH)?

Note: Attorneys who cannot answer these questions are not really in touch with their clients right now.

“What benefits would accrue to you or your practice group by showing you care about your clients?” (In a facilitated discussion, record these benefits.)

HOW DO YOU DO THE OUTREACH?

Have each attorney list some client contacts and referral sources, active or otherwise.

Ask your attorneys to invite several clients a day to communicate.

Attorneys should be trained to ask open-ended big picture questions, like

Encourage your attorneys to:

DO NOT SELL

The outreach is about showing care, concern and empathy. If you are perceived to be looking for more work you will have reduced your credibility to ZERO.

TRACKING THE OUTREACH

CONCLUSION

Your outreach is a condition precedent to maintaining or enhancing client relationships.

The door to this opportunity is wide open – walk through it.

Do a good job, not a perfect job. (Don’t be the perfectionist who missed the opportunity.)

MAY I HELP YOU? If you would like to have an informal discussion about this topic, please let me know and I’ll set up a video meeting with you (no fee).

I INVITE YOUR FEEDBACK: I would be interested to know your thoughts on your outreach to clients or any other matter relating to law firms and their management – during crises or at any other time. Reach me via email.

Gerry Riskin
Author

specializes in counseling law firm leaders on issues relating to the evolution of the structure and management of their law firms and the architecture of competitive strategies.  He has served hundreds of law firm clients around the globe from small boutiques to mega firms including working with the largest law firms in the world.  Gerry is still a Canadian but has resided on the Caribbean Island of Anguilla, British West Indies for more than 25 years.

Email Gerry at [email protected] or text or call him at +1 (202) 957-6717