Monday, March 28, 2011
The value of the client's perspective.
Toby Brown's "The Value of Law Firm Experience Lists and Other Musings from an AGC" at 3 Geeks and a Law Blog. Like Brown, I geek out on this kind of stuff. The Associate General Counsel for Litigation at the 37th largest US corporation? Sharing his perspective on how law firms sell themselves, what they do right and what they do wrong? It rarely gets any better than this. I've said it before, when clients talk, law firms need to sit up and listen. Because more often than not, they tell you exactly what they are looking for. Paul Beach, AGC at United Technologies, is no different. Up to 95% of experience not worth mentioning? Proposals in hard copy only? Proclaiming how much time you are writing off because they client is so important to you? Read the post. Change the way you sell. Your clients will appreciate it. And when your clients appreciate you, you're light years ahead of the competition.