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How to Keep (and Impress) Your Clients

By David Ackert on August, 13 2019

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David Ackert

David Ackert, M.A., is the President of Practice Pipeline and a mentor to high-achieving service professionals and their firms. He has developed and implemented business development programs for hundreds of firms across the globe, many of whom hail from the top of the Am Law list. Widely recognized as a business development pioneer in the legal field, David’s programs have won the Legal Marketing Association's “Your Honor Award” in the US and Canada. The combination of technology and coaching has become a hallmark of his programs. David has published and been quoted in many major media outlets, and often leads panels and makes seminar presentations on effective communication and business development strategies. He regularly keynotes at law firm partner retreats and trade conferences. He serves as a guest lecturer at USC’s Marshall School of Business, Carnegie Mellon University, and at the UCLA School of Law. David holds degrees from Carnegie Mellon University, Ithaca College, and University of Santa Monica, from which he earned a Master’s in Psychology. He is also a certified Business Coach.

 

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: 

  1. Add value beyond the services they have purchased from you,
  2. Contribute in a meaningful way toward your clients’ long-term success, and
  3. 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.

Contact us if you would like to see a demo or receive a free trial.

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