Archive for the ‘Client Services’ Category

Rainmaking Recommendation #30: There Are No Small Cases

Posted on March 16th, 2011 in Client Services, Jaimie Field, Rainmaking | 2 Comments »

Here is the scenario: A prospective client just came to your office.  They only need a small matter resolved which you could easily handle.   This case will only take you a short amount of time which really doesn’t create much income for you or your firm.

Do you take the matter?

The answer is always YES!

More importantly, you need to treat this prospect as if they are just as important as your largest client.  There are at least two reasons why you should treat this small matter as if they were a VIP:

First:  Small matters could lead to large matters with this prospective client.  While they only need you to take care of something miniscule right now, who knows what they will need in the future.  Do a great job and they will come back to you again and again.

Second:  While they may have a matter which seems trivial to you, it’s important enough to them that they came to you.  In the age of Social Media, the Internet and Word of Mouth Marketing, the one thing that is clear is that the world has gotten much smaller.  Instead of “Six Degrees of Separation”, it really is closer to “Three Degrees”.  You never know who they know.  In fact, they may be friends with the biggest “big-wig” in the area.

Treat you “little” clients like VIPs and they will refer you to others.

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 would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #28: Keep Your Promises

Posted on February 16th, 2011 in Client Services, Coaching, Jaimie Field, Rainmaking, Training | 3 Comments »

When we are trying to woo potential new clients, we have a tendency to promise them the world.

In New Jersey, The Rules of Professional Conduct 7.1(a)(1) it is unethical for attorneys to promise a certain outcome of a case (I cannot imagine that it is allowed in any state).

While you may not be making a promise about how the specific case will go, are you making promises about how you are going to interact with your clients?

Are you promising that they are your number one priority?   That you will respond to every contact and call?  That you will keep them informed throughout the time they are working with your firm?

“Client Service” is not just a term to put on your website as a mission statement which you don’t live up to – “Our Clients are our number one priority” or “We care about our clients.”  Client Service is a living and breathing edict.

Keeping your promises will help you to keep your clients.

At Marketing Field, LLC  - “Our promise is that every correspondence is returned within 24 hours during the business week (and usually a lot sooner)”.  We don’t strive to keep this promise, we just do it!

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 would like to have these tips sent directly to your in box, please sign up here.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie? Call or email for more information.

Rainmaking Recommendation #22: Giving Thanks

Posted on November 17th, 2010 in Client Services, Coaching, Jaimie Field, Rainmaking, Training | No Comments »

Rainmaking Recommendation #22:  Giving Thanks

In one week (and one day) it will be Thanksgiving.

Thanksgiving was originally a holiday to express thankfulness, gratitude, and appreciation for having been blessed with a bountiful harvest of material possessions, food and relationships. While it has morphed into a day off with tons of food and some good football games, maybe it’s time to get back to basics.

Why not take the time to thank those with whom you have worked over the past year – clients, associates and staff.  The fact is that we sometimes take these relationships for granted without even realizing it.

Take the opportunity over the next week to call or email your favorite clients and wish them a happy holiday.   Thank the people with whom you work on a daily basis.  Thank anyone who has ever helped you. When you say “thank you” it makes people feel appreciated.  Appreciated people go out of their way to try to help you some more, leading to more business and referrals.

(While you’re at it, don’t forget your family and friends.  Thank them for all of their support as well.)

Take time during this season to acknowledge others and it will come back to you.Horn of Plenty

Most importantly, I want to take this opportunity to thank YOU for your support.  I look forward to continuing to help you in any way I can. Please feel free to email or call me at any time.  Your comments are always welcome as well.

Happy Thanksgiving!

Rainmaking Recommendation #21: Why you need to create realistic expectations

Posted on November 4th, 2010 in Client Services, Coaching, Jaimie Field, Networking, Rainmaking, Training | 2 Comments »

As attorneys, the most potent Rainmaking tactic is Word-of-Mouth marketing.  This is when clients tell others about the work you do and referrals are a result.  However, word-of- mouth marketing is also one of the ways that we lose clients as well.

The problem is that in most legal cases, at least in the clients’ mind, there will always be a winner and a loser.  While we would like to believe that we will always win our cases, someone will walk away with the judgment or the money; someone else will have to pay in one way or another.  Not only does this create negative feelings on the part of the “losing” party, but also negative word-of-mouth towards the attorney who was only doing their best to assist their client(s).

This is why you need to create realistic client expectations from the outset of your relationship.  This includes:

  • How, how often, and when you will communicate with them;word of mouth
  • What you are realistically going to do for your client while handling their case;
  • And, the various outcomes of a given matter – both good and bad.

If you create realistic expectations (and then attempt to exceed them) clients will be satisfied and be more likely to refer others to you.

What do you do to create realistic expectations for your clients?  Leave your comment below for other attorneys.

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 sign up to receive them in your in box visit Marketing Field.com for instructions. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq.

Rainmaking Recommendation #14: Your Response Is Required

Posted on July 21st, 2010 in Client Services, Coaching, Jaimie Field, Rainmaking, Training | 10 Comments »

What to keep your clients happy?  Respond.

One of the main reasons why clients state that they leave their current attorney’s can be classified as “attorney indifference”.   Attorneys do not respond to emails, voicemails, or requests for information.

More often than not, it is because the attorney does not have any current news about a case.  Ergo, most attorneys decide that because of this, a client’s contact does not warrant a response.

This does not excuse you from responding.

It takes less than 60 seconds to hit the reply button and respond to an email with “Thank you for contacting me.  So far there is nothing to tell you, but as soon as something comes up, I will get in contact.”

It takes less than 2 minutes to call up and say:  “I cannot really chat right now, but I just wanted to let you know that I got your call and so far nothing new is happening, but feel free to contact me if you have any questions or concerns. “

Attorneys need to remember that most clients are not used to being in legal disputes of any kind.  This is scary to a client and they just want to be reassured that their attorney is still working on their behalf.

Rainmaking Recommendation # 13: The Question You Need to Ask

Posted on July 7th, 2010 in Client Services, Coaching, Jaimie Field, Rainmaking, Training | No Comments »

“How can I help?”

The interesting thing about this question is the various responses you can elicit.

When asked of friends or family it may bring a closer relationship.

When asked of colleagues it may bring to light issues they are having with which you have the solution.  Or it may result in you being able to make a referral of some of your contacts to them.

When asked of prospective or current clients it may draw out new legal matters with which they may not have known that you or your firm may be able to help.

When you give you receive, in so many ways.  Unfortunately, most people spend their entire lives asking “What’s in it for me?”  If you stop asking that question and ask the one stated above you’d be surprised at all the good that comes back to you.

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.

Did you know you can schedule an in-house, customized Rainmaking training workshop for your law firm? Begin telephone or Skype individual rainmaking training from wherever you are in the world with Jaimie?  Contact for more information

Rainmaking Recommendation #12: How to Clone Your Ideal Client

Posted on June 16th, 2010 in Client Services, Coaching, Goals, Jaimie Field, Rainmaking, Training | 4 Comments »

Who is your ideal client?  Do you already work with him or her?

Whether you do or don’t, you can create clone after clone of your ideal client (barring conflicts of interest) by taking the following actions:

1)      Write down exactly what your ideal client looks like.  Be specific.

2)      Research where these clients hang out.  Join the associations they join, be where they are as often as possible.  This can include social networks online.

3)      Communicate with them.  Most people will tell you everything you want to know about them or their business if you ask them about it.  People love to talk about themselves, their business, how they got started.

4)      Talk to your current “ideal client” and find out who they know who are like them.  Ask them to introduce you to these new people and provide the new group with information in the form of email correspondence, blog posts, and articles written.

The more often you perform these action items the more chances you will have to meet those who meet your criteria for the “ideal client”.

As always, you must be proactive.  Just waiting for the phone to ring is not going to bring you the clients you want or need.

Please use the comment section below to tell us what your ideal client looks like.

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.

Rainmaking Recommendation #9 – Let Them Know

Posted on May 5th, 2010 in Client Services, Coaching, Goals, Jaimie Field, Rainmaking, Training | 5 Comments »

One of the worst phrases an attorney can hear from one of their friends, family, clients or prospective clients is:  “I didn’t know you (your firm) did that!”

Usually this means that they went somewhere else for a matter they would have been more than happy to give to you – had they known your firm could handle the matter.

Let them know.

Make sure all of the people you know or meet know what you and your firm can do. This way they can either use your firm or refer new legal matters to you.

How do you let them know? Simple. Tell them, and tell them often. Not only can this be done verbally, but with newsletters, the backs of business cards, sending them articles by other members of the firm, and by introducing them to other attorneys who may not be in your practice area.

Most of all this can be accomplished by listening. If you know your clients, really know everything about them and their business,  you will also be aware of what else they may need. Then you can offer your firm’s assistance with other matters that may occur in their lives and businesses.

What ways can you think of to tell your clients and contacts all of the areas in which your firm practices? Please comment below.

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.

Rainmaking Recommendation #7 – One More Thing

Posted on April 7th, 2010 in Client Services, Coaching, Goals, Jaimie Field, Productivity, Rainmaking, Training | 2 Comments »

What’s the one “more” thing you can do TODAY to continue to become a Rainmaker?

What’s the one phone call can you make to a current or prospective client?  What’s the one more article you can read to learn more about the area in which you practice?  What’s the one more email you can send to create a closer relationship with your clients?

What’s the one more thing you can do which may have a profound effect on your career?

Now that you have that in mind – to quote the Nike ads – “Just Do It”.

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.

Cell Phone Etiquette for Attorneys (or anyone in fact)

Posted on January 4th, 2010 in Client Services, Jaimie Field | 7 Comments »

In 1992, when I graduated from law school and began working in the “business world”, cell phones were not as ubiquitous as they are today.  In fact, my first cell phone was a true brick:  it was the size, shape, thickness and weight of a brick – carrying it in my pocketbook caused excruciating shoulder pain.  I used it only for emergencies. 

cell_phone 2Now I, like many people, cannot imagine being without my cell and have experienced mild panic attacks when I realize that I got into my car and my cell phone was not in my purse or on my person.  I have even turned around and driven back to my home to get it. 

The cell phone has made it possible for us to never be out of touch.  And now with Blackberrys and Smart Phones, we can call people whenever we want, E-mail, text, send updates to our status on FaceBook, tweet to our Twitter feed, take pictures, send pictures, watch video, listen to music.  

But with it comes a total lack of etiquette as well.  

I was recently on a New York City bound train at rush hour and couldn’t help overhearing the conversations of the people on their mobile devices.  Of course I couldn’t help it – for some reason, when people are on their phones they lose the ability to modulate their voice levels.  (It always reminds me of that scene in the first Austin Powers movie when they unfreeze the lead character who had been cryogenically frozen for 30 years.)

Now in this particular instance I was listening to someone speak of their Uncle Joe’s liver transplant and how this holiday season is going to be tough since he is not allowed to drink anymore.  What do you think?  Too Much Information?

This got me to thinking about Attorneys and their cell phone etiquette (or in some instances, lack thereof).  I have been at lunches where a phone call has interrupted a perfectly wonderful conversation.  Then, I sat there while my attorney client had a 10 minute conversation right in front of me.  It is important to add that there was nothing that I heard from their end of the conversation that couldn’t have been said at a later time.

So here are my Cell Phone Etiquette Rules:

First:  (Unless you are also a doctor or drug dealer, someone in your family is in the hospital or you have a child under the age of 15 at home) If you are in a meeting or at an appointment, there is no call that is that important that you have to take it at that second.  Now before I get yelled at in the comments section, if you are a criminal attorney and one of your clients has been arrested, then yes, that’s an important call.  And yes, emergencies do come up.

Almost everyone I know has a Caller ID function on their phone.  You know who is calling and whether that call is important.  If you don’t know who it is and for whatever reason cannot allow it to go to voicemail, then answer the call, inquire as to who it is, and tell them you will call them back shortly. 

However, for every other call there is this lovely invention called Voicemail.  Let your voicemail pick up the call.

Second:  If you do have to answer a call for whatever reason, excuse yourself from where ever you are at that moment and walk away.  There is no reason to carry on a conversation with someone sitting in front of you.   Not only is this rude, it makes the person who is sitting in that meeting feel unimportant.  And for goodness sake, make it as brief as you possibly can. 

When you return from the call, apologize to the person with whom you were meeting for interrupting “but that call could not wait.”   They need no other information, just an apology.

Third:  Cell phones have come a long way.  You no longer have to scream into the phone to be heard.  Learn to speak in a modulated voice.   For some reason, people are even worse with headsets (hands free devices) as they don’t think any one can hear them on the other end of the line.

This also leads to a very important point:  Attorney-Client Privilege.  We live in a world where “Six degrees of Separation” or the “Human Web” theory is alive and well.  You never know who is sitting next to you or who they know or who they follow on FaceBook, Twitter, LinkedIn, etc.   “Gossip” is spread at a much faster rate now than ever before.   A conversation over the cell phone with your client in a public place could breach your duty to your client if someone overhears something private.  Be very careful of your conversations to the people with whom you are speaking you could be violating ethics rules. 

Fourth:  Texting, tweeting, answering emails, surfing the web, or any other activity that is being conducted on a phone other than talking is just as rude as taking a call.  Again, there is nothing that cannot wait 30 minutes to an hour for your meeting to be over.

Attorneys who would become livid if their client was texting, tweeting or emailing away, or taking phone calls during their meetings think nothing of doing it to their clients. 

What are your thoughts on this?