Required Reading for Lawyers Who Aspire to Have Engaged Clients
By Mike O'Horo

This may be the shortest ResultsMail in our 14-year history.  It may, however, also have the greatest impact. Before you do anything else today, invest 15 minutes to read "B2B Customers Have Feelings Too", from the Gallup Management Journal (May 2009).  Here's the teaser:   Only 22% of business-to-business customers are engaged, and just 13% are fully engaged. The reason? A small percentage of B2B companies focus on engaging customers emotionally. The other companies believe they need only emphasize price, speed, and efficiency. Remember that at its core, your law firm is a business that sells to other businesses; hence, B2B.  This is absolutely about you. After reading "B2B," forward this ResultsMail to your firm's leadership, e.g., the executive committee, practice group leaders, client team leaders, et al.  Follow up to make sure that they read the "B2B" article. Then practice saying "You're welcome" graciously. As always, call your coach for help applying this or any other business-strengthening principle Mike O'Horo ---------------------------------------------------------------------- Do you face revenue pressures combined with a budget squeeze?  Does this preclude training or preparing your lawyers for sales success in a hyper-competitive market?    Then talk to us about a proven way to convert high-value opportunities into wins--at no cost unless you win.