David Ackert is the president and CEO of Ackert, Inc, the company behind PipelinePlus.
Attracting new clients is important for practice growth. But even more important is anchoring your existing client relationships. Clients have gained easy access to your competitors, who would love nothing more than to take the client off your hands.
Of course, if you form strong relationships with your clients, you won’t have to worry about your competition. The key is to get your clients to shift their perception of you from service provider to cohort because in business, a trusted cohort is invaluable. To accomplish this, you will have to do three things:
Add value beyond the services they have purchased from you,
Contribute in a meaningful way toward your clients’ long-term success, and
Stay in touch on a regular basis.
A client advisory board achieves all three of these elements. It’s is a non-governing group of 4-12 key advisors or mentors who meet on a regular basis to discuss the client’s challenges and objectives. This video will show you how to establish one.
This video is from Practice Boomers, the award-winning online business development training program for lawyers. This curriculum of proven BD strategies is based on our 20 years of coaching experience. It includes 50+ video tutorials and a pipeline management feature, so your lawyers are equipped with the skills and tools they need to grow their practices.