Too many lawyers attempt to get on prospects’ calendars to discuss some legal service or another. Without realizing it, they’re asking someone to allocate a portion of a busy day to discuss what, absent any correlation to a business challenge, is irrelevant to that day. This is why it’s hard to get appointments, and why they’re so often rescheduled or cancelled. Here’s a better way.
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Somehow, it continues to be news that companies want -- and are beginning to require -- their outside law firms to be relevant, i.e., to understand their industry, business, products, and the overall context within which legal advice is formulated and rendered. How long does it take to acquire that perceived relevance. Here’s your answer.
Lawyers know they have to stay in contact, or risk missing out on work that a client or prospect is willing to award them, but doesn’t simply because too long a gap between communications has made them forget you. Too many lawyers struggle to generate relevant, welcomed conversation with clients and prospects. Here’s a better way.
During socially-focused periods, we spend more time with family, friends and social acquaintances. If that includes people with whom we wish to do business, it can raise the Social Dilemma: How do you pursue the opportunities that relaxed conversation often reveals without taking unfair advantage of the friendship or occasion? Here's how.