STRATEGY > Client focus

Depth of client is a key to growth and profitability.
Most firms overlook their best asset: their current clients, especially those in the “80/20” – the 20% of your clients that produce 80% of your revenue.  Key clients include the current top clients and those that were in the top tier during the past five years. The smart marketer will follow industry trends, meet regularly with these clients, and become their business advisor — able to discuss potential concerns and strategize with them.

Do You. . . .
            Know who else shares your clients’ legal budgets?
            Know who their other service providers are and meet with them?
            Know that your clients know the depth and breadth of your services?
            Know how to walk their walk and talk their talk?

For Example -
Industry-based marketing speaks to clients.
A law firm analyzed their “80/20” clients and found that they had enough energy industry clients to create an industry-based marketing group. The group met regularly, shared client information, cross-sold services to clients. Result: more work and new clients.