Client Service

If you’re like most service professionals, you offer reactive service. You wait for clients to call with a problem. You respond with a solution. Then you wait for the next time a client...

Networking

Today’s fast-growing marketplace makes it more and more necessary to differentiate your services from the ever-rising number of competitors. The best way to stand out is to emphasize a...

Business Development

Law firms are becoming increasingly complicated institutions. Whether the firm is acclimating from a recent merger or simply bolstering its infrastructure, coordinating the efforts of the...

Over the coming weeks, you will find yourself at various holiday gatherings, either as a guest or a host. The social calendar will be busier than usual, affording an opportunity to connect...

It’s right around this time of the year when firms send out a customary announcement informing their clients that their rates will be increasing in the New Year. The process can be...

It is natural to assume that the key to client satisfaction is good service. After all, once a new client experiences our expertise, they typically come back for more. In time, we come to...

It seems like the jerk factory is producing more and more nasty people every day. This is especially evident in a transactional or adversarial business environment where the ultimate...

Commoditization is the byproduct of an overcrowded marketplace. In other words, you have so many competitors that your clients can afford to be fickle. Don't worry; you'll survive it. But...

Last week I was sitting in an airplane waiting for it to take off. Delta played its customary safety video to prepare me and my fellow passengers in the unlikely event that we should lose...

We all find ourselves in that tricky position from time to time: We learn that a longtime friend or relative is also a prospective client, but we don’t broach the subject of engagement for...