Client engagement

Engagement that moves the dial.

Understand the power of your client relationships and referrer network, and invest where you see greatest return now and into the future.  

Client engagement

People buy people, so be human and purposeful in your engagements. 

If your Firm is like most, you will see work come both directly from clients, but importantly as referrals from across your network of contacts. The most important element to successful client and referrer relationships and engagements is the development of trust. Trust is not simply delivered through a matter, it is earnt through authentic and purposeful engagement. Consistently offering value to each relationship – beyond the matter.

Understand your network, where your revenue comes from and how to increase workflow through purposeful engagement.  

Process

DOn’t limit your firm’s success

Understand the landscape

Step one is to understand your Firm’s challenges, your local market opportunities, client and referrer relationships and pursuits. This will highlight possible gaps in your current approach.  

These gaps may be subtle and so require a considered approach to fill those gaps.

Purposeful engagement

  Kim will work with you to plan a program of campaigns to drive revenue, seek feedback from your network (clients and referrers), establish service levels or simply develop a program for regular client communication and engagement. 

Whatever the focus, Kim challenges clients to change their approach towards purposeful engagement that leads to new work. 

 

YOur client partner

Kim acts as a client facing member of your team. She joins partners on client visits and relationship meetings, or conducts them independently. Her experience means she is able to identify opportunities and threats to relationships and revenue streams.

A confident communicator, Kim leverages her role to ask often challenging questions around fees, service levels and client commitment to the Firm. 

Testimonial

Kim changed my view on including BD in client meetings. With her input, we garnered so much more from the meeting than with simply 2 partners.

Partner – National Law Firm

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