What do clients value most in lawyers and accountants?

Having interviewed more than 1000 buyers of legal and accounting services, here is what I have learned about what clients value most in lawyers and accountants. To make it easier, what clients’ value most in lawyers and accountants generally breaks down into 3 key areas: Technical delivery Service Relationship Let’s start with technical delivery.  Continue reading “What do clients value most in lawyers and accountants?”

3 of the best: Why should I invest in client development?

“But why should I invest in client development?”  Bizarrely this is still a question we get asked by the lawyers, accountants, and patent attorneys we work.  Admittedly it’s a question that’s asked for different reasons.  Some worry they’ll be bothering their clients, that their clients are too busy to have a chat.  Others think it’sContinue reading “3 of the best: Why should I invest in client development?”

Why you should listen to your clients (and why you shouldn’t)

Lawyers and accountants often ask us why they should listen to their clients … … they also ask why they shouldn’t though admittedly less often! Let’s start by looking at some positive reasons why lawyers, accountants, barristers and patent and trade mark attorneys should regularly listen to their clients: 1. It shows you care.  IfContinue reading “Why you should listen to your clients (and why you shouldn’t)”

Client listening: It‘s always fascinating to listen to our clients …

Client listening is neither a distraction nor an imposition. In our experience business owners, directors, in-house solicitors, GCs, FDs and Chief Execs are only too willing to share what they think of their solicitors, accountants, patent attorneys and architects when we ask them to participate in our clients’ research programmes.  There are, however, a numberContinue reading “Client listening: It‘s always fascinating to listen to our clients …”