GUEST BLOGGER: David Grenham, Director of Client Services & Marketing - The Ferguson Group
We all get busy with a multitude of marketing tasks, but it’s important to find ways to step back from all the deadlines and think about bigger picture issues that affect our businesses. For me one of those issues is trying to remember the important role that client service plays (or should play) in most every major marketing decision I make during a work day. Ideally I try to always ask myself:
Recruiting lateral partners is one the most important ways that a firm may increase their gross revenue, profits per partner, revenue per attorney all while adding value and importance to the firm. Recruiting a “high profile” lateral partner should be treated with equal importance as landing a new client or getting additional business from an existing client.
Do you describe your firm as “trusted advisors” but fail to incorporate client teams to better serve them?
In a recent informal poll conducted by Moiré Marketing Partners on LinkedIn, we found that marketing professionals understand the importance of client teams. 57% of respondents indicated that communication amongst team members and the client was most important and 42% indicated that creating a team culture was most important in building client teams, when compared to commitment to the firm brand, mutual respect and capitalizing on cross-market opportunities.