Adding value for clients

These days competition amongst law firms is at its peak.  For clients, lawyers need to be more than good legal technicians now more than ever – they need to become ‘trusted advisors’ to their clients, and in a much shorter time frame.

Adding value for your clients is one way to deepen your relationship with clients. Differentiating yourself from other lawyers working in the same area means that, when cost and expertise are more or less the same, the relationship is what will keep the client coming back to you.  So how do you do it?  Here are some quick and easy ways to add value for your client:

  • Know your client’s industry and what interests them.  Send them articles you read that you think may be of interest to the client, with commentary if appropriate.
  • Set up google alerts for the name of your client  – If your client makes the news with a product launch or acquisition for example, acknowledge that your have seen it and congratulate them.
  • Send status updates on current matters, even if nothing is happening.  Staying in touch so that a client doesn’t have to ask ‘what’s happening?’ is vitally important.
  • Provide education seminars to the client and staff from time to time.
  • Refer work to them from other clients if you get the opportunity.
  • Find out something personal about the client (birthday, important anniversary) and acknowledge it.  Try a handwritten note.
  • Offer an annual review of the client’s needs. Although free, it is likely that more work will come from it.
  • If you attend a conference where the papers may be of interest, summarise them or send them a copy of the papers.
  • At the conclusion of a major matter, organise a meeting to debrief with the client on what was done well and what could have been done better

Think about ways you can add value to your clients – there are many more ways you can do this to add to this list.  Let us know your favourites.