BLOGS: Custom Client Service Solutions

Friday, July 10, 2009, 1:57 PM

Great Questions

As one who has studied the teachings of Mark Maraia and as one who tries to help lawyers advance their careers, I can't help but admire the list of client questions that Mark proposes in his new book, Relationships Are Everything:

- What do you like about how we handled that last deal/lawsuit/project?

- Is there anything you want us to do differently next time?

- How easy is it to do business with our firm?

- If a colleague of yours called asking for a reference, what would you say to him or her about us?

- Who from the team would you like to see more of or less of?

- How well are we doing at keeping up with your business and industry?

- During the past year, what's one of the most impressive things you've seen an outside professional do for you or your company?

These are the right questions. Beyond all the clutter of dicussions about alternative pricing, alternative business models, etc., these questions get down to the preeminent question of the day in the profession: "What is Value?"

- Steve Bell
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