I’m easily pleased, so I’m happy to report that I’m currently typing this blog post while on a plane to Costa Rica – I love inflight wifi! 

I’m bringing you another excellent rainmaking recommendation from expert Jaimie Field today, who is declaring 2015 the "year of the client." I couldn’t agree more! 

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I am officially declaring 2015 – The Year of The Client.

2015 is going to be the year that client service is going to become one of the most important business
development tactics you can improve for your law practice and firm.

Why? Yesterday, November 18, 2014, Jackson Lewis, a 780 attorney law firm with 54 offices, declared that it will be eliminating billable hours for its associates. The firm’s chair Vincent Cino stated:
 

 

The billable hour is directly opposed to the best interest of the client and to the provider of service because by its very nature, it adds an artificial barrier to the accomplishments of the only real objective, which is quality legal product for a set and expected price.”

As one AMLAW firm goes, so others will follow. It remains to be seen how quickly, and if it will trickle down to solo practitioners and small to midsize firms. While some law firms will see their billable hours decrease and as a result, revenues, others who put a premium on client service to generate more referrals and matters (and who increase rainmaking training to all associates, service partners and partners) will find new ways to increase revenue. 

As a result, this will create the need for increased client service by attorneys and staff; law firms will find that client satisfaction (and not just in terms of the outcome of the case), will become the paramount reason that clients stay and refer other matters to them. 

Client service doesn’t have to be onerous, as demonstrated in my last blog: What Attorneys Can Learn From the Pregnant Restaurateur About Client Service, but it does have to be a topmost thought in an attorney’s mind. From the first greeting, even at a networking event or online, to the last goodbye (and hint, there is no “last goodbye”), there are methods and means to ensure that
clients remain happy and referring other clients to you for many years to come. 

Over the next few blogs and Rainmaking Recommendations, I will be providing ideas on how you can create amazing client service for your practice and your firm. 

 

Please forward this information to a colleague who you think would benefit; It must be forwarded it in its entirety. All information is the copyright of Marketing Field, LLC © 2014

Rainmaking Recommendations are sent the first and third Wednesdays of the month. They are bite size tips that when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you have missed any of the previous Rainmaking Recommendations you can find them at www.jaimiefield.com The Enlightened Rainmaker Blog.

 

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.