Edge International

Client Relations / Development Insights

Know Your Buyer, Know Client’s Internal Clients

Know Your Buyer, Know Client’s Internal Clients

At the risk of expressing pablum, KNOW YOUR BUYERS! More importantly, KNOW THE INTERNAL CLIENTS OF YOUR BUYERS! I was reminded of these insipid (yet important!) refrains during work with a client. My law firm client had three seemingly unrelated practices that all served the needs of the same particular buyer of legal services inside […]

Five Things Lawyers Hate to Hear Clients Say

Five Things Lawyers Hate to Hear Clients Say

In situations involving you and your client, the adversarial system is your worst enemy. The only win is a long-term client relationship that is sustainable, and a short-term victory gained by your legal swordsmanship almost guarantees a failure on that score. Although certain things clients say are sure to get your dander up, I respectfully […]

Closing Strategies: When Prospects Are Ready to Buy

Closing Strategies: When Prospects Are Ready to Buy

“I’ve spent 18 months cultivating a relationship with an in-house litigation manager who says all of the right things but we have yet to get a lick of work. I don’t know whether to pull the plug on my efforts or keep buying him lunch . . . .” After spending many years working with […]

Client CLE Courses: Risk or Reward?

Client CLE Courses: Risk or Reward?

A common marketing tool to increase work from existing clients is the offer of a free continuing legal education (CLE) or “new developments” course. These are now often done by webinar, although the in-person version still has distinct advantages. If your firm conducts either version of these courses, have you considered the risks of doing […]

Dynamic CLE Panel Sessions

(Presented at the Professional Development Institute, Washington, DC December, 2012)The continuing legal education (CLE) program item in your hand looks promising: “Panel Discussion of Current Issues in Mergers and Acquisitions Practice.” You attend the 90-minute session. One moderator and three panelists appear. The moderator introduces each in turn. Each delivers a 25 to 30-minute lecture, […]

Client Seminars: How to Engage your Guests

Client Seminars: How to Engage your Guests

There are three distinct groups of guests coming to your next seminar: Learners, Vacationers and Hostages. How can you distinguish each group? More importantly, how can you engage them? Learners This is the group that you wanted to come to your seminar. In fact you may have planned your seminar specifically for them. Of the […]

Lifelines for Partners with Dying Practices

Lifelines for Partners with Dying Practices

Most all attorneys at one point or another in their careers come to view their particular practice area to be out of favor. Industry sectors to which their practices are attached are in recession, corporate law departments lose their zeal for pursuing litigation, capital markets – both debt and equity – lose their interest in […]

Empathy: Your Competitive Edge

Empathy: Your Competitive Edge

Empathy, the identification with, or vicarious experiencing of the feelings, thoughts, or attitudes of another, enables us to deeply experience another’s situations and emotions. Most importantly, empathy can enable us to discover creative solutions and to provide unique, personal service to our clients . Developing your ability to empathize not only enables you to attract […]

Improving Client Relationships

Improving Client Relationships

TO: Relationship Partners FROM: Managing Partner I am concerned that we are not doing enough to meet one of our recent strategic objectives – deepening relationships with our clients. I recently interviewed some of our senior associates and some key clients and learned that not much has changed. The clients don’t know our senior associates […]

Legendary Service for Your Clients

How can you become an indispensable source of value to your clients? Here’s a simple and implementable blueprint for success… As far as I’m aware, it’s no crime to offer such extraordinary legal service that clients become addicted to it. While it may be beneficial for some other industries, adding nicotine to the fee accounts […]