Amiel, Itzik
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(Article) Legal touch: the secrets of staying top-of-mind
01.07.2019
We know that in order to convert prospects into loyal clients, we must build a relationship and stay in touch. Although, as lawyers, we know we should follow-up on contacts, lack of time often prohibits us from doing so as often as we'd like. -
(Article) Client retention - the real value of retaining the right clients
01.10.2019
Acquiring a new client to a law firm is (much) more expensive than retaining an existing one. I am not trying to say that lawyers shouldn't go out, as part of their business development activities, and get new clients for their practice. But if they can keep a larger percentage of their existing clients, they can build on a revenue foundation that is more profitable and predictable. Here is why and how. -
(Article) Cross-selling: internal networking as a secret practice booster
01.01.2020
While externally oriented business development is certainly valid and should not be overlooked, there are often greater opportunities that can be found within the firm or organisation which are almost always overlooked. The law firm should learn to optimise the set of internal relationships established from standard day-to-day business practices and interaction between colleagues within the firm. -
(Article) Follow-up or fail - The proven follow-up system to stay top-of-mind, build relationships and get more opportunities - without being nudgy!
01.04.2020
Follow-up is the key to creating a successful practice. The problem is that follow-up is often forgotten, causing a dramatic loss in business. Research shows that lawyers get more than three times more opportunities and referrals when following-up with prospects but still fail to do so. Why is that? Because most lawyers have not been taught how to follow-up effectively and don't see the high-value, trust and loyalty it creates which will increase their practice growth exponentially. It is time to learn how to remove the randomness from the follow-up process. -
(Article) Mindshare: How to remain top of mind and increase your network's ability to send you opportunities
14.02.2023
Mindshare awareness means your practice or brand is the first thing that comes to mind when people think about a particular service or niche. Ultimately, your goal is to be remembered. The more you're top of mind with people in your network, the more they will think of you at the right time.