Our client, a highly successful partner, was technically very
good but he had never had an opportunity to develop any of the other aspects of
his professional life.
He had always performed extremely well for clients but was slowly finding that
his regular clients were moving jobs and that the ones who stayed in situ
would shop around for legal services rather than just calling him automatically
as before. His professional life had become very competitive over a short period
of time.
He felt it unfair and that his good service to clients in the past should have
been enough. He was even starting to query his professional competence.
We explained that in the current business world, previous hard work simply is
not enough and that he would have to go out and WIN business in order to develop
or even maintain his client base.
We put together a programme to provide him with the necessary skills as quickly
as possible. Initially, as one would expect when changing the habits of a
career, it felt alien to him to call clients, chase work persistently or follow
up on conversations. We helped him to strategise his client base, focus on
profitable business and position himself for the years ahead.
We continue to work with him for refresher sessions from time to time and see
him go from strength to strength. We have to accept that he is now so busy that
occasionally he cancels our sessions - secretly, we take great pleasure in this!
Melanie McLean does not spout grand marketing theories. Rather, she gives
constructive and focussed advice which is always practical, always relevant -
and always tailored to the needs and aptitudes of the individual.
Mr MG, law firm partner