If your firm is like most, then you regularly host client appreciation events. And this costs the firm a lot of money. Are you getting the ROI you should from these events? Are your lawyers engaging with your clients? Are they asking questions about your clients businesses? Are they going deeper to uncover hidden opportunities for your firm to further serve the client? Well I suspect the answer to be no to all of these questions. And it’s a shame. You take the time to invite your clients. They show up. Your lawyers are taking time out to attend. And what is there to show for it? A few hangovers the next morning.
Why not put on a workshop ahead of your next event and arm your lawyers with tools and approaches in how to effectively engage your clients and learn more about them. Teach them the value of cross-serving and not only what it could mean for the firm, but also their practice. Help them understand the types of questions to ask of clients to start a conversation and go deeper to find further opportunities to help your clients.
I just presented on this topic to the LMA here in Vancouver last week. There was great interest on this subject. And why shouldn’t there be? There are business development opportunities at your next client event. Leverage them. My column next month in The Lawyers Weekly goes into further detail how to set this up.