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April 12, 2010

The Client's Stock Price Last Week? This Week?


Blaise (above checking share prices of companies) is about to get out of law school. She won prizes in Contracts and Evidence--and knows the difference between Whitman, Wordsworth and Whittier. She never feels sorry for herself. She thinks it's a privilege to just work. If your firms hires her, even part-time, you may be gone in a matter of weeks.

Take time out to learn the stock price, industry, day-to-day culture, players and overall goals of your client. Visit offices and plants. Don't charge for it.

Associates in particular need to develop the habit of finding out about and keeping up with clients and their trials and tribulations in and out of the areas they are working in. Learn about your client--but keep learning about it.

No, a Google search twice a year won't cut it. Devise a system to keep abreast.

The above is from past discussions about "Rule 7: Know the Client", in our annoying-but-correct 12 Rules of Client Service. The Client, it turns out, actually wants you to know him, her or it. Do honor--and keep--good clients by knowing them, and knowing them well. Start there.

Note: It's not about the lawyers anymore, and not about the law firms. Never was. Attorneys, in the U.S. especially, are a dime a dozen. Just not that big a deal. You signed up to serve. Get used to it. Know the client. Distinguish yourself. Surprise clients.

Posted by Holden Oliver (Kitzb├╝hel Desk) at April 12, 2010 11:43 PM


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