Last night some people asked me “how do you land or ‘get’ new high-end clients?” In the question, “high-end clients” are sophisticated users of legal services, which tend to be larger and/or publicly-traded companies. Could I simplify the answer–or even dumb it down–on our blog? The dumb-downed answer I come up with is 6 things: Credibility, Relationship, Limit, Keep Up, Persist, Timing. It applies to any size firm:
1. Credibility. This is an easily verifiable and true portrait of the right people with the right specialties at your shop. If you don’t have the portrait, get it. You may need to make changes in your lawyers and staff.