My Simple Rules
Rule #3: Stay in Touch
Reading BTI Consulting’s recent Mad Clientist Blog post “8 Habits of Highly-Profitable Firms,“ the second habit jumped out at me:
“Engage in a continuing dialogue with clients about their business even when, and especially if, there are no active matters.”
What does this mean for smaller firms?
It means that, even though you may not have a firm- or practice-level system for client outreach, you should still stay in touch. Each and every lawyer in any size firm should have a mapped out plan as to how and when they make contact with clients and prospects. A deliberate plan, documented on your calendar, not your to-do list, is the best guide to keep you on track with regular outreach. Client service should be your mantra. On the first of every month, review and populate your calendar. Have a back-up option as well, so if the article you had planned to send them didn’t get published (or even written), you can take them out lunch or a game. The key to hits is number of times at bat.