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PRACTICE GROUP LEADERS – "Know Thy Client" II.

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

In addition to the 6 questions from our last column, we urge practice group leaders to ask their group members these additional 5 .

7. Have they asked ahead of time who else will be at the meeting?

8. Do you and your colleagues offer clients periodic review meetings re: budgets, billing, timeliness of engagement process, format for sending reports in non-legalese to management?

9. Do they know “clients’ pain? what keeps them up at night?

10. Have they asked how the retention decision will be made?

11. How many prospects do they have in their pipeline.

For more clues to make your practice group successful, go to www.ownthezonebook.com