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All posts tagged Referrals

Albeit unplanned and a bit happenstance, I have been interviewing quite a few alumni of our law firm clients. Alumni are great interview candidates for many reasons. They have insights and perceptions that go beyond the average firm client. They have “experienced both sides” and have an appreciation of what they would do differently. They […]

It happens. General counsel get fired—and sometimes fired very publicly. And law firms are rarely prepared for the unexpected people changes at their clients, let alone have a clear plan as to how they might impact the work and the larger client relationship. Ironically, law firms spend significant time thinking about what may happen if […]

We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, originally posted in June, was one of this year’s most read posts. Last week, a friend of mine here in New Orleans asked me for a referral for a good internal medicine physician. Being a corporate lawyer by training and practice, I […]

Every Saturday morning, five baby boomers including myself join together for a 4- to 5-mile run. We’re not fast, but we are committed and make it whenever we can. Four of us work in legal: one is a solo practitioner, two work in different mid-size firms and me (the token business development consultant). Bob, the […]

Last week, a friend of mine here in New Orleans asked me for a referral for a good internal medicine physician. Being a corporate lawyer by training and practice, I don’t know which internal medicine physicians have the best skills and experience. But I do know from personal experience which doctors sincerely care about my […]

In my annual year-end scramble to obtain the required Continuing Legal Education credits, I attended a GC panel hosted by our local Legal Marketing Association. As the moderator asked the panel members questions about how they purchase legal services, the same response came up over and over: Relationships are the key. Early in the discussion […]

In recent decades, many firms have embraced the transition of certain administrative and management duties such as pricing, project management and process improvement from the attorneys to professional staff. Yet there is continued reluctance to the hiring of client-facing business development (i.e. sales) staff. Why does this reluctance to sales support still exist? And how […]

In its 2014 “Global Trust in Advertising” report, market research giant Nielson Company found that 92% of consumers worldwide trust recommendations over all other forms of advertising. That is up 18% since 2007. Based on Wicker Park Group’s body of client feedback interviews from the same time period, it is likely that an even higher […]

Restaurateur Danny Meyer has been delighting diners in New York City since he opened Union Square Cafe in 1985. Thirty years and 15 restaurant concepts later, he and his team at Union Square Hospitality Group (USHG) have perfected the art of “enlightened hospitality.” Their mission is simple: “To delight our guests through such unparalleled hospitality, […]

Knowing that word of mouth referrals dominate attorney and law firm hiring decisions, Stinson Leonard Street decided to accelerate their understanding of the firm’s referability. Adding to their already robust client feedback efforts which include regular leadership visits, internal and third party conducted in-person and telephone client interviews, and a client advisory panel; the firm […]

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