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Are you listening to your clients?

Reassessing the wording on your website and communicating with your client are two means with which to distinguish yourself in the market, explains Francesc Dominguez

16 June 2015

Most law firms are competent and are good at what they do. But few firms are truly competitive, by which I mean that they are able to become a leading firm in the market.

Most firms miss opportunities and lose money because they don't listen to potential clients. Active listening is a rare virtue, but in doing so you discover what is important to the client, their true motives or reasons for hiring legal services. Most of us hear but don't listen - never take it for granted that you know what a potential client wants.

Why do some firms get better contracts than others? Answer: They differentiate themselves. Differentiation can be based on proper management of the firm's brand or on the ability to listen to potential clients better than the competitor. Understanding the client is a necessary part of a successful firm's culture. A basic function of any business is to be profitable; tha...

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