Client Interviews: Pre-Interview Preparation – Two or More Weeks Prior
Colleagues and management are on board. The target list has been determined. The client has been contacted. The…
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Client Interviews: Client Contact
When the decision to interview a specific client has been made, the “relationship” attorney should…
Client Interviews: Choosing the Clients to Be Interviewed
Once the foundation of your interview program is laid, it’s time to decide what clients…
Client Interviews: To Call or Not to Call?
How should your interviewer conduct the interview? The two primary options, of course, are via phone…
Client Interviews: Who’s Going to Ask the Questions?
You have the green light to move forward, realistic goals are in place and you…
Client Interviews: Setting Realistic Goals
Certainly the overarching goal of a client interview program should be to obtain information that…
Client Interviews: Internal Buy-In
One of the most common barriers to implementing interview programs is the lack of internal…
Client Interviews: Rationale & Statistics
Client interviews are one of today’s hottest legal marketing topics. And these two little words—client…
Top-Down Business Development Influence
A Managing Partner’s Responsibility to Shape Firm Culture This article originally appeared in the February…
ABA’s Law Practice Magazine, November/December 2013
“Building and Sustaining a Business Development Culture” Tea Hoffman, Chief Strategy Officer at Parker Poe,…
May I Have the Pleasure of Working With You?
Generally speaking, lawyers are good at asking questions. In fact, they couldn’t successfully serve their…
Legal Marketing Association, Southeastern Chapter Regional Conference, October 2013
“Making Sure the Client’s Voice Is in the Room” Peter Johnson, panel member…
Geneva Group International (GGI) North American Developing Leaders Conference, May 2013
“Business Development Strategies for the Professional Development Firm” Peter Johnson…
Legal Currents
Dave Whiteside of Thomson Reuters referenced Peter Johnson’s presentation on Achieving Client Loyalty in his…
Orange County (FL) County Bar Association, Business Law Committee, December 2012
“Best Practices in Law Firm Marketing” Peter Johnson and Susanne Mandel, Chief Marketing Officer, Lowndes…