February 21, 2006
Anchor Your Relationship with the Law Firm's Client
Things do not stay the same. No matter how secure your relationship with a significant client, it can quickly unravel if your contact changes. Your contact can leave your client or take on new responsibilities within the same organization. At the family level, legal needs can shift from your long term client to their children or spouse.
Anchoring the firm’s relationship means extending it beyond a single contact point. To better understand the firm’s client and their needs, spend non-billable time with those next to your main contact. For a business or organization, ask for a copy of the organization chart. Over time, make sure you know and are known to the powers around your contact. Make them part of the network of contacts who consider you helpful. You will know when you have been successful if those contacts are people you can comfortably call and have your call returned.
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Filed under Compensation, Marketing by Tom Collins