Blog
Category: Client Relationship Management
How AI can help transform your post-matter learnings
For most professional services firms, post-matter reviews are a well-intentioned but often under-cooked process. Artificial Intelligence (AI) can fundamentally alter this dynamic.
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Why your cross-selling efforts might not be working and what you can do about it
Most professionals fail miserably at cross-selling. Their firm’s cross-selling efforts feel ad hoc, dependent on individual rainmakers or are overly reliant on enthusiasm rather than strategy. So here are some identifiers of what might be holding back your firm’s cross-selling, as well as some steps you can take to fix it.
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The confidence gap: overcoming the fear of self-promotion
If there’s one topic that makes many professionals squirm, it’s self-promotion. You know business development matters. You know visibility drives trust. But promoting yourself can feel… uncomfortable.
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Strengthen client loyalty and staff development by introducing junior team members early
We often hear feedback that clients wish they had the chance to meet all the professionals on the team. But, as anyone who has worked in professional services can tell you, client relationships are carefully cultivated and often closely guarded by senior partners and/or client relationship partners.
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How to attract high-value clients
High-value clients gravitate toward firms that are intentional about how they present themselves, what they do, who they serve and what value they are delivering to their clients.
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How do you attract more clients like your most profitable clients?
Knowing the 80/20 Rule applies to most professional services firms, why aren’t you doing more work for the 20% over the 80%? In this article, we look at five key strategies to do just that.
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10 tips for working with clients you don't like
Every now and then, you are faced with the prospect of working with a client you don’t particularly like. But, at the end of the day, we are professionals and with the right mindset and strategies, we can navigate these challenges and even turn them into opportunities for growth.
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10 benefits of having a Key Client Program
In a recent post, we discussed implementing a Key Client Program (KCP). In this post we want to expand upon that and discuss what the benefits are of having a KCP – and trust us, there are plenty more than the 10 listed in this article.
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Why your firm needs a Key Client Program
When I first started working with professional services firms over 25 years ago, a partner pulled me aside and told me that all of his clients were equal. It didn’t take me long to realise this was a very bad client strategy to have. Not only are clients not equal, but not all clients are good clients that you want to keep .
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6 steps to handling client complaints
Heaven forbid it should actually happen to you, but do you know what you would or should do if a client makes a complaint about you or your firm?
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Knowing when to fire a client and understanding how to do it
In this blog, we explore when it might be a good time to fire a client and talk through some proactive steps you can take to ensure the process is as smooth as possible.
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The power of client charters in building client trust
Trust, and for that matter accountability, is the cornerstone of any professional relationship. Without their trust in your ability to deliver on what you say you can deliver, your clients will, eventually, walk away. One of the most effective tools you can use to establish and maintain a level of trust between you and your client is a client charter.
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