What Have You Done for your Clients Lately?

If you accept that 80% of your business comes from 20% of your clients, and that it's easier to get more work from existing clients than it is to get new clients, then you will probably agree that focusing on your existing clients and the services you provide to them is a smart move. And yet many lawyers overlook their existing client relationships.

What have you done for your clients lately?

How about:

• Scheduling a (free) meeting to catch up with clients and find out what's happening with them, what's new in their businesses, and what challenges they're facing presently;
• Showing an interest in your clients as people, not just files/legal issues/revenue sources;
• Sending clients something unexpected (here's where your imaginative, fun, innovative, creative side comes in) - particularly if you know your clients well;
• Acting as an 'information hub' for clients - providing information and advice even if it isn't directly related to the law or the legal issue you're working on;
• Creating an atmosphere in which clients feel comfortable;
• Making yourself indispensable to clients by explaining things in terms and language the client can understand;
• Asking clients for feedback about your services and suggestions for improvement;
• Reviewing your services to see where your clients have additional needs that aren't being met;
• Finding strategic alliances that can complement your practice and provide additional value to your clients.

What can you add to the list? Please leave your comments!

If you want help creating an exceptional experience for your clients, please don't hesitate to contact me.