Verbatim: What Clients Say
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How a Lateral Partner Brings and Keeps His Clients
September is a big month for partner moves to new firms.
According to the Boston Business Journal story, "Once almost unheard-of, partner moves from law firm to law firm are on the rise," these moves are expected to increase in the future as clients continue to pressure their attorneys to deliver value on their own terms. Legal experts told the BBJ that partners will move if they think another firm can offer more support, or a greater expertise in a particular area, or assemble better legal teams to meet client needs, or better compensation.
Clients no longer say, "Where You Go, I Go"
When your firm recruits laterals you need to know if their clients will not only follow them but also be loyal to their new firm, aka your firm. Take the case of a Boston real estate partner who changed firms and became concerned about a particular client's disposition to his new firm. He turned to a Strategic Client Interview to find out what he needed to know in order to keep the business.
"After about six months (with his new firm) I sensed that there may be some issues developing within the client relationship, particularly resulting from my transition from a different firm. In a Strategic Client Interview with this client, we were able to obtain detailed and important information about the relationship between the firm and the client. We learned about our competitors and potential competitors, those issues deemed to be our strengths, those the client deemed to be our weaknesses, and the opportunities that we had to solidify and grow the relationship.
"As a result of the Strategic Client Interview, we were able to develop an effective strategy for solidifying and expanding the relationship with this client that I continue to implement to this day. The interview was instrumental in helping to maintain and grow this important relationship of the firm."
Strategic Client Interviews will help you keep your clients from moving to another firm.
For more information on Strategic Client Interviews, contact Joyce K. Smiley at 561-775-9755, or jsmiley@jkscompany.com. On the web at jkscompany.com.
Verbatim: What Clients Say is published electronically by JKS & Company LLC/Strategic Client Interviews. Copyright 2010 JKS & Company LLC. All rights reserved.
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email: jsmiley@jkscompany.com
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