I went to the Solo and Small Firm Expo last week (see my blog posted on May 10, 2009). Today I’d like to share with you some tips and tricks that I learned from two experts: Richard M. Brooks, a business lawyer from Toronto, and Sheila M. Blackford of the Oregon State Bar, Professional Liability Fund.
One thing I learned is that, before you can find ideal clients, you have to know what they look like. Although different lawyers may have different views what makes a client ideal, these experts pointed out a few common traits.
- Needs a lawyer like you
- Is able to afford your service
- Is willing to pay a retainer
- Has reasonable expectations
- Is ready to move forward
- Understands the value of services provided
- Has the ability to refer other ideal high caliber clients
- Creates goodwill for your firm
To be honest, generally I find a client ideal if he or she is able and willing to pay for my services; everything else on the list is a treat. Perhaps it’s time for me to look beyond the client’s willingness to pay.
Where do you find these ideal clients?
The experts suggested starting from existing clients.
A law firm should also periodically conduct productivity reviews and assess whether the files are moving forward. If a file is not, you should find out why and try to move ahead.
On the other hand, if a file is moving along nicely and the client exhibits traits of an ideal client, he or she might be a good lead for finding other ideal clients. Consider doing the following:
- Ask, what else can we do for you?
- Keep them satisfied; attend to their needs
- Show them your appreciation – small gestures go a long way
