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LawBiz® TIPS – Week of August 14, 2018

Lawyers, Here’s Why You Should Bond With Your Clients

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.



Lawyers, Here’s Why You Should Bond With Your Clients

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"Successful lawyers know what winning endurance athletes know. Dedication and hard work will only take you so far. Even if you love what you are doing, if you listen only to your own advice, you will never reach your potential. To rise above your personal limitations, you need the perspective and encouragement of a coach. So, if your endurance sport is the practice of law, you should hire Ed Poll. With his help, you will surprise yourself with what you can achieve."

San Francisco Bay Area

"Like many people nowadays, I am bombarded with distractions clamoring for my attention. Amidst all the clamor, I am always happy to receive another of your emails. You always express a great deal of common sense. I also particularly appreciate the underlying tone of decency, by which I mean that the subtext of much of what you write is that it's better to be a good person and mediocre lawyer than the other way around. Of course one may be both a good person and a good lawyer, but in an Internet of narcissists and a profession filled with jaded cynics, it is comforting to learn that some senior colleagues are conscious of the greater impact their work has on the world around them."

Philippe Doyle Gray
Sydney, Australia


Ed Poll, LawBiz® Management   |   |   |   |


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