Not to fear! The title of this post doesn’t reflect a post that has anything to do with politics (whew!). Instead, it’s focusing on a question that you, as lawyers, should be answering for your clients, and it’s one that might surprise you.

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This is not a commentary on the candidates for President this year.  I will not be telling you how to vote or for whom I am casting my ballot.

When I was in college and in law school, to make extra money, I would bartend.  The very first thing I was taught when I learned to bartend is there are three subjects which you never talk about to customers – sex, religion or politics.

So I am not here to discuss the issues, or even the candidates themselves.  Only to address the one question that, in my humble opinion, all candidates for office, including on the local, state or federal level seem never to answer: 

“HOW?”

  • How are you going to lower taxes?
  • How are you going to create jobs?
  • How are you going initiate better relationships between the public and law enforcement?
  • How are you going to solve <add political issue here>?

Through all of the hype, the divisiveness, and the bashing, through all of the vicious commercials and interactions the candidates have, and despite all of the media attention that the clients have been getting, the one question that the American Public isn’t getting a response to is HOW?

Well, this is the one question that your legal clients have as well.

HOW?

  • How are you going to solve their legal issue? And before you send me mail saying that you cannot tell them “how” because each case is fact specific, what I am talking about is discussing the process that you will be going through to help them solve their problems.
  • How are you going to communicate with them? How often? In what manner?  Via email, phone, text?
  • How are you going to bill them? Be very clear with your clients on this issue. If you bill hourly, if you charge for copies, if you have an alternative fee arrangement (AFA), you should be very deliberate in explaining this to your clients.

Your rainmaking and legal marketing, whether it is online or in-person, you should also be answering the question, “how?”

Your initial meeting with a prospective client should answer this question.

Your interactions, all of them, should make sure that this question is always satisfactorily addressed.

Answer the question, “HOW?” for you clients and they will never ask “Why did they hire you?”

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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.