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Practice Group Leaders – "Know Thy Client"

Written by Allan Colman on . Posted in Allan Colman, Asking for Business, Attorney Marketing, Business Development, Law Firms, Marketing for Law Firms, Practice Group Leaders.

When working with Practice Group Leaders, we have a group of questions they need to ask their colleagues. From the answers, we help them build a more successful business growth program.

1. Do they know who the final decision maker is?
2. Do they know what other competitive firms/companies their clients and prospects are using?
3. What is the last time the client/prospect hired a new firm?
4. Do you know how they prefer to communicate, by phone, email or report?
5. What has been done recently to build the relationship?

More questions in the next column or go to page 90 in OWN THE ZONE for the complete list.