Client listening is a powerful way to understand your clients’ needs and improve your chances of winning work. By running 10 well-planned interviews, you can gather valuable insights that guide your business decisions and strengthen relationships. The key is turning those insights into clear, actionable instructions that your team can follow to deliver better service.Continue reading “Client Listening That Wins Work: Running 10 Interviews to Transform Insights into Clear Instructions”
Category Archives: Client Development
Value, Not Hours: practical scripts for explaining fee changes to clients
If you sell expertise, you’re not selling minutes; you’re selling movement. Clients don’t buy “12.5 hours”; they buy reduced risk, faster progress and fewer headaches. Still, talking about fee changes can feel awkward—especially if you’ve let price sit in the background for too long. Below are practical, copy-paste scripts you can use this week. They’reContinue reading “Value, Not Hours: practical scripts for explaining fee changes to clients”
The Client Development Dashboard: KPIs every solicitor, accountant, business adviser, and patent attorney should track monthly
Most firms don’t lose out because their work isn’t good. They lose out because their client development is inconsistent, invisible, or left to chance. A simple, shared dashboard fixes that. It turns “we should do more BD” into clear numbers, clear ownership, and clear next steps. Think of this as your 1-page scoreboard. Everyone canContinue reading “The Client Development Dashboard: KPIs every solicitor, accountant, business adviser, and patent attorney should track monthly”
Building Stronger Client Relationships: Strategies for Lawyers and Accountants
Strong client relationships don’t happen by accident; they’re designed, measured, and refined. For law firms and accountancy practices, relationships are the decisive moat: they reduce price sensitivity, increase cross-service adoption, and generate steady referrals. Below is a practical, compliance-aware playbook you can implement without disrupting fee-earners’ diaries. Core principles to anchor your approach Onboarding thatContinue reading “Building Stronger Client Relationships: Strategies for Lawyers and Accountants”
How can lawyers and accountants grow client relationships?
Although new client acquisition is what most lawyers and accountants focus their business development on, the truth is the easiest and most productive source of new work will always be your existing clients. But to extricate opportunities you need to have strong client relationships so how can lawyers and accountants grow client relationships? The goodContinue reading “How can lawyers and accountants grow client relationships?”
How do lawyers and accountants create more effective client development plans?
In last week’s blog we shared 9 tips that will help lawyers and accountants build stronger client relationships. In this blog we look at how lawyers and accountants create more effective client development plans. One cannot underestimate the part client development will play in building your practice. Your clients will always present the easiest, mostContinue reading “How do lawyers and accountants create more effective client development plans?”
How can lawyers and accountants build stronger client relationships?
As a lawyer, accountant, patent or trade mark attorney or barrister, you are totally committed to your clients. But what do you need to do to make sure your clients know this? Or looking at it a slightly different way, how can lawyers and accountants build stronger client relationships? Doing good work is of courseContinue reading “How can lawyers and accountants build stronger client relationships?”
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)”