New Year´s Resolutions for the Attorney

New Year´s Resolutions for the Attorney

Whether you work for a large firm or a solo practice, the holiday season can be a great way to find new business and show your clients appreciation.  Anne Parys shares the secrets of successful holiday networking.

This year, resolve to make some marketing resolutions. Now, I’m not suggesting some unobtainable goal, such as becoming the top rainmaker in your firm (although, if you can reach that – kudos!). No, I’m speaking about some more manageable tasks that you have an entire year to accomplish. Choose two (or three) and come 2017, revel in your success.

  1. Resolve to choose three mediocre clients to which you will pay special attention. Invite them to a sporting or charity event. Take them to lunch or a golf outing. Send them a personal note. Just let them know you are thinking of them. At the end of the year, chances are good, they will no longer be mediocre clients.
  2. On the flip side, fire any bad clients. You know – the ones who never pay their bill or take months of chasing. The ones who are never happy with your work. The ones who are taking time away from your good, paying clients.
  3. Nominate a client for an award. Chances are, even if the client doesn’t win, he or she will be flattered you thought of him or her.
  4. Take a client to lunch and just listen. You may be amazed at how much you learn about his or her needs.
  5. Once you have a list of the client’s needs, talk to some of your partners and see if they have any solutions. Then introduce your partners and their solutions to your client. Put aside any fears you have about people stealing your client/alienating your client/making you look bad. TRUST your partners and let them shine.
  6. Talk to your partners and associates in other departments and practice areas. What are they working on? What are they excited about? What is a hot issue in their area? Do you have a lead for them?
  7. As you meet prospects, consult with your marketing person or department on how best to follow up. There may be a newsletter they would benefit from or an upcoming seminar they can be invited to attend.
  8. Refer business or leads to your clients and prospects. They will appreciate it!
  9. Ask for referrals from your clients – and remember to thank them when one comes in with a personal note or small gift. If your clients are hesitant to refer you, there are bigger issues you have to deal with!{1]

Notes

1. By Anne Parys