Last week I read the following paragraph over on BTI Consulting’s The MadClientist page:
Clients’ overarching needs don’t change every day. But, they do change every 18 to 24 months—like clockwork. The law firms who really want the business will be in dialogue with their clients about their plans for the year, will have in-depth and pointed client feedback, will be planning for the next year with their clients, and hopefully have helped on-board clients’ attorneys over the last 3 years.
and it made me wonder – how many firms looking to acquire (as opposed to just retain) clients have such a forward thinking strategy?
Not many would be my guess.