by Edward Poll, J.D., M.B.A., CMC

You've got to make a profit to continue practicing law! I believe there is a direct correlation between outstanding client/customer service and continuing to be profitable. Here are some suggestions to be profitable:

1. Know the business of your client. Anticipate their challenges and contribute suggestions to help them deal with their challenges. "The more you learn about my business, the more you will earn from my business." (David Cottrell and Mark C. Layton)

2. Create added value by providing options. This empowers the client to be part of the process. And, it encourages the client to select one of the options which provides you some, if not all, of the engagement you proposed.