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March 07, 2012

Business development tip of the month: Focus first on current clients

When lawyers think about selling, many immediately start planning how to find new clients.  But selling begins at home, and you will have much greater success if you focus first on the clients you already have.  Even if you already handle 100% of their legal business, these days you must work hard on defensive marketing to ensure that they are raving fans, and will not be tempted when competitors make special offers.  For checklists of the most effective ways to increase client satisfaction, see my new book the Legal Business Development Quick Reference Guide.

The first Wednesday of every month is devoted to a very short and simple tip like this to help lawyers increase efficiency, provide greater value to their clients and/or develop new business.

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