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Tips on Getting Business From Corporate Clients

If you're trying to reel in some more business at your firm, Larry Bodine offers some great advice in this post, Tales from the Front: Getting Business from Corporate Clients. What's top on corporate clients' wish lists? Eliminating the billable hour and replacing it with fixed fees or strict budgets. And law firms shouldn't be shy about asking clients to participate in the process. Said Jerry Bradford, one of the GCs quoted in Bodine's post:

My mind boggles at how few lawyers call me up to say, 'I'm having difficulty with the budget process, could you talk me through what you are looking for so I can give you what you want?"  He added, "Picking up the phone is the simple way to figure things out.

Clients also prefer lawyers who know their business (one lawyer asked a company what kind of work it did instead of researching it in advance) and offer proposals tailored specifically to the company's needs.

One last tip is to "train lawyers to use news aggregators and subscribe to RSS feeds of clients." That way, you'll stay on top of what your clients are doing and also send them articles on industy trends that might be useful in their business. 

Posted by Carolyn Elefant on June 15, 2007 at 05:02 PM | Permalink | Comments (0)


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