National Law Review
 
 
 
MAY 15, 2018
 
 
 
Gittings
 
 
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Rainmaker
Client loyalty is the Holy Grail for lawyers. Not only do loyal clients continue to feed your coffers, they also bring you new clients by way of referral. You want them. You need them. But getting and keeping them is challenging in this era of ever-changing communications channels — the control of which is mostly in the hands of consumers. A 2017 American Marketing Association study took data from an earlier study where 400 brands in 29 different business categories were rated on over 20 measures of brand relevance. The goal of the study was to determine what drives two different loyalty types:​​​​​​​  More About Client Loyalty Strategy Here>
 
 
 
 
 
Rainmaking for Attorneys
Today’s savvy legal consumer doesn’t need attorneys the way they used to because they don’t buy legal services the way they used to. The consumer is more knowledgeable and has more options available than at any other time in history. Understanding legal consumers is more significant now than ever because technology has shifted the power to them. They are in control, and they know it.  When I begin a consulting project for a law firm or work one-on-one with attorneys, many are shocked to find out that they are using an initial consultation approach that is out of date, out of sync and clashes with the way that consumers retain attorneys and buy legal solutions.  More on what Legal Consumers Want Here>
 
 
 
 
 
Gittings
How do you want your clients to see you? Skilled, competent, professional, and compassionate likely come to mind. That’s how everyone wants to be seen. Your branding is about what sets you apart from the other skilled, competent, professional, and compassionate lawyers out there. No matter how good your firm is, no matter how much positive press coverage you generate, you can lose potential clients if your branding is bad or inconsistent.  Find Out More on Branding Here >
 
 
 
 
 
LawVision
I feel compelled to write this post about the importance of the relationship partner paying attention to the client relationship.  In the past twelve months, I've worked with six lawyers who have lost clients worth $2 million/year to $10 million/year.  How does this happen? These are important clients to them and to their firms. In each instance I've called the clients to find out what the heck happened from their perspective and to help the firm learn how to never let this happen again.  In each case here was the feedback.  "Check in with us on a regular basis. Ask us how your partners and associates are doing.  More on Relationship Partners Here >
 
 
 
 
 
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The National Law Review
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Jennifer Schaller, Esq.
 
 
 
 
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