The Yearend Client Check-In: What to Ask Before January Hits

In a recent client feedback interview, a general counsel said, “My outside counsel too often wait until I assign work to reach out. But the firms that stay top of mind? They check in before I need them.”

December is when most clients have nearly finalized next year’s budgets, adjusted what they are going to measure with their panel firms and conducted internal reviews of their outside counsel, both formally and informally. It’s also when many lawyers are “heads down” and closing deals, finalizing yearend matters, collecting on unpaid bills and checking out early for the holidays.

That timing creates a dangerous gap.

The firms that use December strategically demonstrate an understanding of their clients’ needs and position themselves for growth. The firms that wait until January or February are left responding to decisions that have already been made and put themselves in a position where they can only be reactionary.

Here’s how to make the yearend check-in count.

Start with the Right Mindset

This is not a “touching base” call. It’s not a status update on pending matters. And it’s definitely not a veiled pitch for more work.

The yearend check-in is a strategic conversation about what the client needs for 2026. Done right, it accomplishes three things: It demonstrates that you’re thinking about their business proactively, it uncovers opportunities before the client goes looking for help and it ensures you understand their priorities before they finalize next year’s plans.

What to Ask (and What Not to Ask)

The best yearend conversations are built around questions that make clients think, not questions they can answer on autopilot. Here are the ones that consistently deliver insight:

• “What are your biggest priorities for 2026?” This is different from asking about challenges. Priorities tell you where the client is investing time, resources and attention. It also tells you where they need help, even if they haven’t articulated it yet.
• “What’s changing in your business that might create new legal needs?” Expansion plans, regulatory shifts, leadership changes, new products—these are all inflection points where outside counsel can add value. Clients rarely volunteer this information unless you ask.
• “How did we do this year, and what can we do better?” This is the most underutilized question in law firm business development. Most lawyers avoid it because they’re afraid of the answer. But clients appreciate the candor, and the insights are invaluable. If something needs to change, you want to hear it now—not in February when they’re already working with someone else.

And here’s what not to ask: “Is there anything else we can help you with?” It’s lazy, and it puts the burden on the client to think of ways to give you work. If you’ve done your homework, you should already have ideas about where you can add value.

Timing Matters More Than You Think

Early December is ideal. Any earlier, and clients are still in execution mode on Q4. Any later, and budgets are finalized or everyone’s checked out for the holidays.

If you have clients in industries with fiscal years that don’t align with the calendar, adjust accordingly. The principle is the same: Reach out before they finalize plans, not after.

The Follow-Up is Where Most Lawyers Fail

Here’s what typically happens: The lawyer has a great conversation with the client, learns valuable information and then does nothing with it.

If the client mentioned a challenge, introduce them to someone at the firm who can help. If they shared a priority, follow up with a relevant article or insight. If they gave feedback, share it with your team and report back on what you’re changing.

The yearend check-in isn’t the end of the conversation. It’s the beginning of demonstrating that you were actually listening.

One Last Thing

Some clients will tell you they’re too busy in December for these conversations. Fair enough. But that doesn’t mean you wait until January.

Send a short email acknowledging their time constraints and share one or two insights about trends you’re seeing in their industry. Then suggest a time early in the New Year to connect. You’ve still demonstrated that you’re thinking about their business, and you’ve given yourself a reason to follow up when things slow down.

The yearend check-in isn’t about squeezing in one more task before the holidays. It’s about positioning yourself as the firm that thinks ahead, understands your client’s business and doesn’t wait to be asked.

The firms that do this consistently are the ones clients think of first when January brings new challenges and new budgets to spend.