Ethical Strategies for Client Development and Service

With an unstable economy and intense competition, attracting and retaining new clients is more important —and more difficult—than ever before! This Master Series program trains attorneys to build their practices within professional and ethical parameters by identifying and connecting with potential clients and referral sources through networking, visibility, marketing, and advertising.

Many lawyers forget that law is a service profession. Studies show that the most frequent reason for losing clients is poor service. And retaining clients in a volatile economy is crucial to your practice. Learn the tools you’ll need to consistently deliver exceptional service, retain and develop more business from current clients, and increase referrals. Apply best practices that will exceed client expectations and eliminate the most common causes of client dissatisfaction. Classic movie scenes illustrate and underscore the program’s principles to help you gain a competitive edge through excellent service.

 

All topics will be discussed and viewed through the lens of the new Illinois Rules of Professional Conduct. 

 

The program is taught by Roy Ginsburg, a national CLE speaker who maintains an active solo practice and is legal marketing ethics counsel to  Super Lawyers® and FindLaw, Thomson West companies. In his more than 25 years as an attorney, Roy has worked in large and small law firms and as in-house counsel in corporate legal departments. He is also one of the most experienced attorney coaches in the country. His services and expertise help lawyers achieve practice development goals and career satisfaction. His well-rounded perspective has benefited his coaching clients around the country! To learn more about Mr. Ginsburg, please visit his website at: www.royginsburg.com

 

 

 

     o       The Power of Relationships

     o       A Short History of Legal Marketing – Bates to the present

     o       Don’t Cross the Line: What is Considered “False and Misleading” under Rule 7.1?

     o       Networking for Potential Clients and Referral Souces: Where and How To Do It Comfortably and Ethically

            (Rule 7.3)

     o       Take Me Out to the Ballgame: Client Entertainment (Rule 7.2)

     o       Get Your Show on the Road: Speaking and Writing (Rules 7.1 – 7.3)

     o       You’ve Got Mail – Direct Mail Marketing (Rule 7.3)

     o       Advertising Do’s & Don’ts (Rules 7.1 – 7.2)

     o       Marketing Online and Social Networking (Rules 7.1 – 7.4)

 

     o       Are You Sure Your Clients Are Satisfied? How Do You Tell?

     o       How Do Clients Evaluate You? What Can You Control?

     o       Service-Related Ethics Rules Overview

          -         Rule 1.2 – Scope of Representation

          -         Rule 1.3 – Diligence

          -        Rule 1.4 – Communication

          -         Rule 1.5 – Fees

     o       Addressing Client Complaints

          -         Why Did This Happen (Rules 1.2 – 1.4)

          -         This Is Taking Forever (Rules 1.3 – 1.4)

          -         Why Did This Cost so Much? (Rule 1.5)

          -         I Don’t Like Being Treated This Way (Rules 1.3 – 1.4)

     o       What You Can Learn From the Movies

          -        Lawyer/Client Relationships

     o       How to Handle an Angry Client (Rules 1.2 – 1.5)