MANAGEMENT

I Would Really Like You to Represent Me, But I've Already Engaged Another Attorney!

, New Jersey Law Journal

   | 1 Comments

The importance of asking the right questions during an initial interview. Whenever discussing a matter with a prospective client for the first time, the focus needs to be on the client. The more you learn about the client during the beginning of the meeting, the easier it will be to recount and demonstrate your experience and competency.

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What's being said

  • Ladd Hirsch, Dallas

    This is a particularly thoughtful article with a clear, goal-oriented approach to business development. Establishing one's scope of knowledge and expertise in a practice area with a potential client does not always translate to success in being retained to handle the matter, and this article goes a long way toward explaining the disconnect. Selling to a client is not the same thing as connecting with the client in way that demonstrates an understanding of the client's specific legal problem and a desire to help resolve that problem.

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