Maximizing Client Relationships

• Author: Sharon Meit Abrahams
• Pages: 20-21

20

VI. POINTERS FOR MAXIMIZING

CLIENT RELATIONSHIPS

Pointer # 74

Recognizing Your Perceived

Val ue

Clients who have good relationships

with their attorneys will have better

perceptions of the entire legal

process. When you show concern and

communicate regularly in a timely

fashion, your clients will be more

comfortable trusting and relying you.

Pointer # 75

Listening to Your Clients

You will learn how to better serve

clients if you understand their overall

philosophy and goals. Invite your

clients to talk about their industries,

their companies, and their interests.

Listen to what they have to say.

Pointer # 76

Knowing Client Industries

Know your clients’ businesses. Read

trade journals, attend trade confer-

ences, and visit your clients’ physical

plants and websites. All of these activi-

ties will not only demonstrate genuine

interest in your clients, but also will

a ord you information with which to

more e ectively provide advice and

counsel.

Pointer # 77

Understanding Client Finances

To serve your clients well, it is impor-

tant to understand the  nancials. If

you do not know a 10K from a 10(b)

(5), enroll in a “Finance for Lawyers”

course to get a working knowledge of

general business forms, and the basics

of  nance and accounting.

Pointer # 78

Staying on Clients’ Minds

Send cards for special occasions. Send

news clippings or case summaries that

pertain to your clients’ businesses.

 e more you keep your name, and

that of your  rm, in front of clients,

the more likely they will rely on you

when a legal matter arises.