‘Speed-Reading’ Your Clients

One characteristic that successful rainmakers share is their ability to quickly establish relationships and close the sale. How do they do it? Many are keen observers, good listeners and have honed their abilities to match their own interpersonal/communication style with that of their prospective clients. They have naturally learned how to “speed-read” people. This helps them increase the probability of smoother sailing through every step of the business development cycle. But one need not be a “natural” to be effective in this arena.

This article originally appeared in the April 2015 issue of Marketing the Law Firm. Reprinted with permission of ALM.

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Victoria Arnold

Victoria Arnold

Victoria Arnold is a partner with Law Practice Consultants, a firm specializing in helping law firm leadership with client retention, business development, management, and governance. She is a former AmLaw 50 CMO and has held the top marketing and business development position in a variety of professional services firms. She may be reached at varnold@lawpracticeconsultants.com.
Victoria Arnold

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