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Things
They Never Taught You in Law School
Norm
Hulcher's marketing-related essays for attorneys and their ilk
See also:
Developing a Winning Team, from the May 2006 issue of AZCPA
Following through
Firm-wide success in client development requires training, incentives, and someone to
swing a hammer
Quid pro quo
Getting referrals from other professionals is a two-way street
Lunch is on you
Buried in work? While business is booming, the mid-day meal may be your best chance to
grow your practice
"No more clients for you!"
Don’t let the Ethics Nazis deter you from building your practice
First impressions
Bad staff work can cause clients to loathe you even before you deserve
it
Listen!
Some of us never learn because we understand so quickly
So
what do you want? You can’t truly satisfy clients unless you satisfy their expectations
The art of error recovery
When you make a mistake that puts a client behind the eight-ball, your appropriate
response can salvage – and even strengthen – the client relationship
Staff infection
Your secretary can be a marketing asset or liability; it depends mostly on you
Shedding your excess workload
Whether your motivation is altruism or greed, effective delegation is a must if you
want to expand your firm, boost your income and preserve what’s left of your sanity
Finding time to "market"
Create more marketing time via smart use of the initial consultation
Cross-selling
Generate more work by focusing on what your clients need
Back for more
For commercial litigators, getting repeat business requires paying attention to clients
after the trial is over
Warm receptions
Even you can do well at social events if you have the right attitude and can resist
talking about yourself
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