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January 24, 2008 by David Sorin.
How many law firms do yearly checkups on their clients as a matter of course?
I know of many firms that do transaction work, for instance, that never urge their lawyers to connect with clients between transactions. This is true, even if the last transaction ws a year or more ago.
What would it hurt to make annual contact (or semi-annual) with each client, and run them through a checklist of what is going on in their companies? Chances are you will find something on which they may need help (and they don’t realize it) or you will jog their memory about something about which they have been “meaning to call you.”
This is a great client service and is also a way to develop business from people with whom you already have a relationship, who already trust you.
Posted in Profitability, Marketing, Strategic Planning | No Comments »