The Mad Clientist

Innovation doesn’t come from technology. It comes from being able to bring new, creative thinking to solve your clients’ issues and in ways others don’t—and add substantial value. If technology is involved, it is an enabler to innovation—not the source.Leading legal decision makers report the top sources of innovation from…

Look 180 feet ahead instead of 90 feet ahead, and embrace proactive communication as a way of life. Anticipating Needs is all about staying one step—or more—ahead of your client.In small doses over time you can: visualize, articulate, and share the range of client outcomes; bring out emerging and undefined needs;…

Your Legal Skills are only interesting to clients if you can apply those skills to their unique situations and needs. Whether pitching a new client or responding to RFPs for new matters, talk about your skills in a client-focused manner by discussing key issues your client faces.And don’t just demonstrate…

Value is murky and often hard for top legal decision makers to spot. Or it is tremendously easy to see when clear, obvious, and well-articulated by the law firm delivering service. This phenomenon explains why firms delivering the best value talk to their clients more than others, include clients in…

Your ability to understand your client’s business is the single best differentiator in the legal market today. This understanding is also the single biggest reason clients pay a premium rate. Clients receive substantially more value when law firms see the risk and the issues from the client’s point of view.Your…

Commitment to Help is the most influential aspect of your client relationship. Clients judge your commitment based on their highly personal, subjective judgment of your effort and investment in the relationship. Commitment to Help is all about your behavior. You have to be the most committed to helping your client…