A Partner Retirement Creates an Extraordinary Client Service Opportunity
When a relationship partner prepares to retire, the client takes notice.
A dialogue about succession gets the client’s undivided attention.
This creates an opening for a deep dive about client service: The chance to ask the decision-maker how the firm is doing, and how it can do better.
Partner retirements are a golden marketing opportunity because they establish a platform for introducing new lines of service and strengthening relationships.
Client Services Coaching for Partners
When coaching partners on client services, David works one-on-one and in small groups, sharing strategies that he used successfully to build a big practice. He designs deliverables based on each partner’s or group’s specific needs. Each training session focuses on a specific skill or set of skills, with follow-on assignments and next steps. Progress is critiqued and tracked in a way that prompts participants’ accountability while measuring return on investment. By the end of the program, every partner will have created a unique strategic program for building a bigger and better law practice.
Retirement succession is an important milestone in the building of a big law practice. Younger partners get an inheritance opportunity — the chance to earn new clients and originations. Meetings with clients to discuss succession are the time to talk about how services can be improved and expanded, solidifying the alliance between client and firm. David trains retiring partners and their successors how to make the most of these opportunities through strong business development skills.