A new client should be a planned event, not an accident. And the most productive way to get a continuing stream of planned events is to follow an established process for generating referrals. Referrals are the highest producing form of marketing. In fact studies have shown that as many as seven out of 10 referrals turn into new clients. By contrast, cold calls for … [Read more...] about How and when to ask a client for a referral
General
8 proven ways to totally destroy your credibility as a manager
A manager can have great knowledge and great skills, but without credibility with both attorneys and staff, don't expect success. What is credibility? It can be defined as "what we do and how we do it that causes others to respect and believe us." The "what-we-do" is the tangible things—the work and its results. The "how-we-do-it" is the behavior that demonstrates a person's … [Read more...] about 8 proven ways to totally destroy your credibility as a manager
How to hire a great receptionist
Hire a receptionist and hire the manager of first and lasting impressions. The receptionist position is a marketing position. Before callers ever talk to an attorney, they form an opinion of the firm through their contact with the front desk. Yet most firms view the position as one that doesn't need a lot of intellectual skills and hire a receptionist without looking for the … [Read more...] about How to hire a great receptionist
Clients cite their top 6 turnoff points with law firms
Don't jeopardize repeat business by unwittingly antagonizing the clients. Keeping them satisfied is a worthwhile investment. Lose one client and you have to work twice as hard to find someone else. An Illinois firm developed a list of client turn-offs after it conducted a series of client satisfaction surveys. The firm began its research informally with one-on-one discussions … [Read more...] about Clients cite their top 6 turnoff points with law firms
5 things you should never say to your staffers
Without realizing it, a manager can create conflict. It comes from the way staff’s interruptions, questions, and suggestions get handled. Here are five automatic and all too common bad responses. 1 “I don’t have time for that now” A staffer comes in with a question, the manager is in the middle of work, and the response is “not now” or “can’t you take care of that … [Read more...] about 5 things you should never say to your staffers
8 rules for running your office right, especially if it’s a small one
The smaller the office, the more the manager works under a microscope. Everybody sees everything that's going on and everything the manager does. For a new manager in that setting, the microscope gets even stronger because staff are watching to see who their new boss is. And if that new manager has been promoted from within, the scrutiny is unforgiving because it's coming … [Read more...] about 8 rules for running your office right, especially if it’s a small one
Model Policy: Workplace violence and office security
It has become imperative, and in many states a legal requirement, that employers implement programs to prevent violence at the workplace. The centerpiece of the prevention effort is to adopt a written policy on workplace violence. … [Read more...] about Model Policy: Workplace violence and office security
Personal client attention doubles the money-making referrals
When a North Carolina office realized its referrals from clients were dwindling, it responded by setting up a plan to ensure maximum personal contact with the clients. Within the first year the plan was in place, the personal injury firm doubled its referrals. The focus was placed on communications, fast response to calls, maintaining contact throughout the year and keeping … [Read more...] about Personal client attention doubles the money-making referrals
How to use client exit surveys to improve service and increase revenue
Don't close out a matter without measuring the client's satisfaction. Do that with a survey that covers everything from the legal services to the freshness of the coffee. A survey gathers information that can help the firm do a better job. It highlights the areas of excellence. And it reveals the areas of dissatisfaction clients don't mention—except to other … [Read more...] about How to use client exit surveys to improve service and increase revenue
4 steps to take immediately when a workplace romance blossoms in your office
To meet that one special guy or gal. . . . it's the stuff dreams are made of. But when that love connection takes place within a workplace, it can be an employer's worst nightmare. Couples that live happily ever after are manageable. But when a workplace romance ends in breakup, it usually creates big problems at work. This hasn't changed in the era of remote work; studies have … [Read more...] about 4 steps to take immediately when a workplace romance blossoms in your office