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Client Retention — What Should You Ask Your Clients?
From:
Allan Colman -- Law Firm Marketing Expert Allan Colman -- Law Firm Marketing Expert
For Immediate Release:
Dateline: Los Angeles, CA
Thursday, September 8, 2016

 
closers-group-what-you-should-ask-your-client

In the last post, we began the discussion of Client Retention by asking what should you ask your clients? This is an important part of building client relationships and new business development. Perhaps, focus those questions more on:

* What do they really like about your firm?
* Why do they, or don’t they send referrals to you?
* What else would they like you to offer or provide to make their relationship with your firm
stronger or more productive?

And remember to ask all of your staff members who might deal with your clients in billing, leaving messages, following up for you, etc. They might have some interesting and different questions for you:

* Why do they think clients hire you?
* What do they think clients want in addition from you?

And then ask your suppliers and vendors that help to keep your offices running:

* Why do they think clients hire you?
* What do they think you can do to improve the client experience?
* What ideas have they seen other firms and companies do that work well?

And then, synthesize all the answers and identify the one idea that truly sets you apart.

About Allan Colman

Business Development Executive, Speaker and Author Dr. Allan Colman understands the challenges facing both entrepreneurs and established businesses. He has advised organizations from 10 to 15,000 employees, customizing growth plans to fit size and industry.

In addition to his thriving consulting firm, Colman co-founded and served as Senior VP of DecisionQuest, working with his partners in growing the firm to 12 locations, selling the company, repurchasing it, increasing its value then selling it again. Before that, Colman served as president of the MCO Company and Litigation Sciences and has been the leader of a 5,600 employee public agency.

As CEO of the Closers Group, a business development advisory, Allan Colman has spent more than two decades helping law firms and professional service firms generate more revenue. He has brought in millions of dollars of new business and built business development structures that continue to perform. His clients call him their MENTOR/TORMENTOR.

Allan is known for his passion in developing pioneering strategies and for his ability to help clients generate business rapidly. He has spent many years listening to in-house counsel and business executives make decisions. Allan understands their reasoning for selecting outside professionals, and has also worked closely with law firms as they select their own advisers and consultants.

Allan holds Masters and Doctorate degrees from New York University. He is a pro bono mediator for the California Court of Appeals and the Los Angeles County Superior Court. His community activities have included Board positions with the Children’s Cancer Research Fund, Los Angeles Council of Boy Scouts of America, Rotary Foundation and California Medical Center Foundation. He was awarded the “Masada Samurai Warrior” in 2004 by Masada Homes honoring his pro-bono work.

He has served on the Board of Editors for Marketing the Law Firm and has a featured blog, The Red Zone, on the Law Journal Newsletters home page. Professional articles he has written and co-written have appeared in Bloomberg Law Management, National Law Journal, Los Angeles Business Journal, Diversity & the Bar, Los Angeles Daily Journal, Strategies, Of Counsel, Minnesota Bench and Bar, and Law 360.

Allan has been a featured speaker at firm-wide events and practice area groups as diverse as Burt Hill (Architects and Engineers), PriceWaterhouse Coopers, Mississippi and Rhode Island Bar Associations, Legal Marketing Association, American Institute of CPA’s, Federal Defense and Corporate Counsel, Minority Corporate Counsel Association, National Hispanic Bar Association, and companies such as DuPont, Employers’ Reinsurance Co., General Electric and Sears. His webinars on business development have been held by several professional associations.
 

News Media Interview Contact
Name: Allan Colman
Group: The Closer's Group, LLC
Dateline: Torrance, CA United States
Direct Phone: +1.310.225.3904
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