Phil Hodgen’s one of the smartest and nicest lawyers I know. In his Google Reader Shared items I came across this post by Jim Haslett entitled Matt Sherman’s advice on client development programs. It is one of the best and most concise 14 point outlines I’ve seen for creating, managing and benefiting from relationship partner efforts. Even though it’s written with a law firm in mind, the same basic principles apply to our profession. Of particular note:
It’s more important to get the program launched than to create the “perfect client development program.” You learn by doing, not by navel gazing.
The value of client meetings can never be overstated. This is how law firms deepen the roots they have sunk into top clients. You go. You listen. You learn about the client’s goals and objectives. You benefit. More importantly, so does the client.
These two observations really sum up what it is we’re trying to achieve when working with clients. In other words, it’s about playing the long game where interactions are not all about the bottom line but about positioning to not only be that trusted advisor but strategic colleague.
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