“This book tells you all you need to know about how to get on.” The Times

“Relatively few books have been written with assistant solicitors in mind, about how to succeed at the business of being a lawyer… fewer still have devised a programme for so doing that runs alongside a book. This book does both.”Law Society (The Law Management Section)

5 star rating HR Magazine

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The Big 3 (brand, business & leadership) Blog

Business development 101

The most basic rule of business development is something lawyers often forget. It’s this: tragic as it may seem, clients don’t care about what you do. Instead, they stubbornly persist in caring about their own problems and needs. (Very strange (not!), but true . . . )

So, don’t spend your time with clients boosting your credentials and expertise, or trying to demonstrate however brilliant you might be. Instead, focus on what’s important to them. Discover their issues. Ask questions. Be interested. Find areas of mutual interest. Make that connection. Seek information. And find out what they need.

In essence, listen (rather than talk). We all want to be listened to, and our clients are no different.

Posted in:
Client relationships, Marketing

Tags:
business development, asking questions, listening

Posted on 21/07/2010