Attorney Client Development for Associates

Prepare to practice:Keys to client development

Today’s Speakers
Michael Blachly
Looper Reed & McGraw
Matthew Sanderson
Chad Ruback
The Ruback Law Firm

Law Firms Today …

Law Firms Today
Old Times vs Modern Times

So What is Client Development?
Building Your Relationships
Building Your Expertise
Building Your Name

Social Functions
Organizations & Committees
Lunches & Dinners
How can one person do all of this!
Networking & Referrals
Speaking at Events
Sponsorships
Public Relations
Attorney
Branding
Advertising
Publish Articles
Phone Calls & Emails
Direct Mail
Web Development
Personal Letters
Blogs
Bio on Firm Website
Educational Materials
Developing New Relationships
Google Alerts
Social Networks/ LinkedIn
Maintaining Relationships
Announcements

So What is Client Development

What Stage Are You In?

Associates:
Learning to be a Great Lawyer
Your Main Client is Your Boss and the Firm
Create a mailing list of future potential clients/referrals
Join the local Bar Association (and get involved)
Develop A Business Plan
Stay on Top of Current Events
Engage in at least one face-to-face marketing effort per week

Senior Associates:
Still Learning to be a Great Lawyer
Define and Promote your “niche”
Add to database of potential clients/referrals
Visit client’s facilities, factories, stores
Get involved in trade associations related to your niche
Write at least two articles per year
Present a speech to legal or industry group
Engage in at least two face-to-face marketing effort per week

What The Client Wants
The Client Wants
An Exceptional Experience

“Don’t take client calls or use your blackberry while you are in meetings with me unless it’s a true emergency. Make me ‘feel’ as if I am your only andmost important client even if I’m not.”
“Return calls promptly or have someone else return it in your absence to let me know when you’ll return the call.”
Source: WickerPark Group

“Clients are good at taking bad news - when they aren’t surprised.”
“In-house counsel hate to be surprised. Surprises are the worst.”
“Communicate with me directly as soon as you think things will be different than expected with fees, outcomes, results.”

“Think ahead. Look to the future and tell me what you think are upcoming issues and trends that will impact my business and how. Then, tell me what I should do about it.”
“Demonstrate you understand my business. Spend time on site with my legal department and business people, take a facility tour, attend industry meetings with me and read my trade publications.”

“Show me that you’re thinking about me. When you send me an article or legal update tell me why and how it might affect my business.”
“[partner] was amazing. He is our go-to and we wouldn’t think of calling anybody else at this point. We especially appreciated the off the clock strategy session with our CEO last December.”

Life Experiences
Matthew Sanderson
Chad Ruback
The Ruback Law Firm

Life Experiences
Define A Niche

Life Experiences
Become a
Networking Guru

Life Experiences
Utilize the Internet

Life Experiences
Speak & Publish

Life Experiences
Create A System

Life Experiences
Tips from The Pros

The End …
Thank You!
Michael Blachly – mblachly@lrmlaw.com
Matthew Sanderson – msanderson@lrmlaw.com
Chad Ruback – chad@appeal.pro

Attorney Client Development for Associates

by Michael Blachly on Jul 13, 2010

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Attorney Client Development for Associates — Presentation Transcript