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LawBiz® TIPS – Week of November 10, 2015

LawBiz(r) newsletter

This past week saw the passing of one of my mentors. His transition is the changing of a season, one that was expected, but difficult to accept nevertheless. Surrounding him were loving and talented and accomplished children and colleagues. His wife and partner of many years has been an inspiration for me along with him. It's been my blessing to have been mentored and inspired by him.

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Loyalty Important for Future Business

Just as a client is looking for many qualities in a lawyer, a lawyer is looking for many qualities in a client. A client who is forthright, who does what is needed on his end, and who pays his bills on time and in full is certainly a valuable client. Perhaps even more than that, though, a client who is loyal is particularly valuable.

I know this from personal experience—not in connection with the legal practice that I had for over twenty-five years but rather from the food industry in which I worked before I became a lawyer.

In my company, a buyer called me one day and said he'd like to see me in the office. So I went, and he said, "Ed, we've done a cutting." A cutting in the food industry is very much like wine tasting in the wine industry. The buyer continued, "The quality of your product is really great. We love it. But it's not so good that I can avoid the competitive arena. And here's what your competitors are doing and what they're offering us. Take a look at it. I don't expect you to meet it entirely, but I need you to do something. Go back to the office and think about it and get back to me."

As I was driving back to the office, I realized something. I was the last one to receive a call from the buyer. I was the last one because that buyer wanted to do business with me. That buyer was bonded with me. I did not have to meet the competition, but I did have to do something in order to make it look like he was an effective buyer and save his job. If I could do that, I had that buyer's business. And I had that buyer's business because I had that buyer's loyalty.



Loyalty Important for Future Business

Check out this month's special!

LawBiz® Registry: Buy or Sell Your Practice

Ed Poll on YouTube

Buy or Sell Your Practice 

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"I felt 'stuck,' but I didn't know how to market myself to clients or to other firms. Ed provided a solid rounding of me to evaluate my current situation and a platform from which I could start growing my own practice."

San Francisco, CA

"I look at Ed as my business partner now—my once a week essential business meeting to take the pulse of my practice. During our one-hour phone conversations, we hash out the larger and smaller business challenges of my law firm. I always come away from those conversations enlarged, challenged, and sometimes even quite shaken, but with the tools necessary to move forward down the path he and I are constantly redefining for me and my firm."

Northern California


Ed Poll, LawBiz® Management   |   |   |   |


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