The first step to building exceptional relationships
Trustworthy and credible relationships have largely defined the success of many lawyers and partners, with some even being crowned as rainmakers in their firms.
Trustworthy and credible relationships have largely defined the success of many lawyers and partners, with some even being crowned as rainmakers in their firms. While the traditional approach to developing relationships (seminars, networking, events, etc) has worked well thus far, anecdotal evidence suggests that this is no longer enough.
In today’s world of extreme competition, globalisation, multi-generational workforces, alternative legal services delivery, and billing models, a short-term, quick-fix, and narrow approach to relationship building is increasingly becoming ineffective.
Client relationships for the long term hinge on firms’ ability to develop true, trusted partnerships with their client organisations. Clients want their lawyers to ‘horizon scan’ on their behalf, continuously re-evaluate the risks to their organisation, and proactively put forth a strategy to mitigate any threats to the core function of their organisation’s business.
Such an approach creates exceptional relationships with clients, but the first step to this end is relationship planning. Many firms in this context talk about the fact that they have appointed a client relationship partner whose responsibility is to strengthen and nurture client relationships. In reality, this appointment often has no method behind it that creates value for the client and can be based on purely financial or other such reasons.
There are some fundamental areas that firms should focus on to develop exceptional relationships. By supporting these areas with technology, relationship planning then becomes routine and standard practice in the firm.