How Do You Treat Your Clients? Time for a Quiz

Every business needs five things to survive and thrive. Clients, administrative procedures, procedures for getting the work done, a method to bill, and a way to collect the bill. In the past few weeks, we have been discussing the first of these five categories to address when establishing a successful business, Clients.

During these discussions, you should have been keeping track of your score. We have gone over tips for law office marketing, management and economics. How many of these tried and true tips we have been talking about do you actively practice in your firm?

The following is a quiz that will tell you if you are actually using these tips in your firm’s daily routine. If you not practicing these tips and receive a score of 50 or below, you are “In the Stone Ages.” If you score between 90 and 100 points, your firm is “Operating on the Cutting Edge” and should give yourselves a round of applause.

Good Luck and look for next week’s article where we start our series on Administrative Procedures.

Customers/Clients Quiz

(Check Each Item And Give Yourself Five Points If That Item Is Routinely Accomplished in Your Office)

5 (    ) A. Congratulations/Help Letters

5 (    ) B. One Community Activity or Church Activity - Ongoing: Get Involved to Market Your Problem Solving Skills

5 (    ) C. One Professional Activity - Ongoing: Take The Time to Get Involved And Be Recognized

5 (    ) D. One Article Written or Seminar Taught Per Year: Gain Recognition Through Writing, Speaking or Teaching

5 (    ) E. One Public Speaking Engagement a Quarter: Speak Out to Grow Your Firm

5 (    ) F. One Press Release or Note in an Alumni Magazine Per Year: Gain Visibility Through Annual Promotional Opportunities

5 (    ) G. Thank You For Referral Letters - When Case Is Opened: Remember to Say ‘Thank You’ to Clients, Colleagues

5 (    ) H. Thank You Letters to Clients Upon Closure of Case: Wrapping up a Legal Matter With a Note of Thanks

5 (    ) I. One Breakfast a Month, One Dinner a Month, One Lunch a Week With a Potential Client: 31 Ways to Become a Rainmaker Every Week

5 (    ) J. One Shadow Day a Quarter With an Individual Interested in Law: Use Shadow Days to Share Your Profession With Others

5 (    ) K. One Lunch a Week With a Lawyer Who Can Refer You Business: Don’t Skip Lunch - it Could Lead to Business

5 (    ) L. One Internet Referral Service Membership: Establish an Online Presence And Advertise For Clients

5 (    ) M. One Lawyer Referral Service Membership: the Benefits of Joining a Referral Service

5 (    ) N. An E-mail Address and a Website: Using Technology to Find Clients in Cyberspace

5 (    ) O. A Firm Resume: Time to Update the Ol’ Resume - for Your Firm

5 (    ) P. A Firm Logo, Color Scheme And/or Motto or Slogan: Making an Impression with Your Firm’s Logo

5 (    ) Q. A Firm Newsletter: Use a Newsletter to Communicate with Clients

5 (    ) R. Firm Announcements of Important Changes or Additions: Keep Clients in the Loop with Announcements

5 (    ) S. Firm Christmas Cards or Gifts: It’s Never Too Early to Think about Clients and the Holidays

5 (    ) T. Client Birthday, Anniversary or Other Special Occasion Cards or Gifts: Keep Track of Milestones in Your Clients’ Lives

5 (    ) U. Special Creative Mementos or Gifts Connected to Special Results or Occasions: Honoring Your Clients to Keep Their Business

(    ) V. ADD YOUR OWN: FIVE POINTS PER ADDITION

Write In:

   X 5 = + WRITE IN SUBTOTAL = YOUR TOTAL

POINTS:

   90 - 100: ON THE CUTTING EDGE

   80 - 90: GETTING THERE

   70 - 80: COASTING

   60 - 70: IN NEED OF HELP

   50 - 60: INERT

   UNDER 50: IN THE STONE AGES

Jim Wirken is a civil trial attorney and the Chairman of the Board of The Wirken Law Group in Kansas City.