Let’s say your goal is to get every bit of legal business your best client has. For the moment, set aside the practical challenges of achieving that. Begin at the beginning: What would that perfect world look like, specifically? Here’s how to match legal services to the industry’s challenges.
Viewing entries tagged
When selling, lawyers get anxious about how to obtain a sufficient understanding of a prospective client’s problem, and share enough of their knowledge to motivate her to hire them, without giving away the store or over-investing in what could turn out to be a dry hole.
Based on how often I’ve been asked this question by lawyers throughout my decades in BD coaching, this seems a pretty universal problem. Here’s how to make lemonade out of those lemons.
Value refers to the relationship between the client's perceptions of worth, utility, or importance of the impact attributable to you, and the amount they paid you to obtain that. It applies equally to prospects and contacts. Value goes beyond dollars, to include their time and attention, calendar space allocated, etc. Here's the key to measuring value .