We conducted a business development training workshop last week that included one-on-one coaching with each of the participants. The purpose of the coaching sessions is to take the training, advice and exercises from the sessions and make them personal and relevant to each participant’s practice, prospects and clients. As part of the pre-work, we ask […]
This is the third post in our 2019 Summer Reading Series. The first post, about driving client loyalty, can be found here. The second post, about improving meetings, can be found here. We’ve been talking a lot about the seven secrets to success and how to cultivate these skills in ourselves and in law firms. […]
As has become somewhat of a tradition here at Wicker Park Group, we use August as an opportunity to visit some essential themes in building client loyalty. So, it’s time to start planning for the end of summer and take stock of what law firms and more specifically individual lawyers can do to deliver extraordinary […]
There is a word that has been used in five of my last six client interviews, unsolicited, to describe what separates a lawyer or law firm from the others—intangibles. Sure, clients want smart lawyers who know their industry and business deeply and who have expertise, but in this market these qualities are expectations, not differentiators. […]
As we constantly hear from clients, they aren’t looking for outside counsel with the greatest number of Chambers rankings or the most impressive resumes. Beyond baseline expectations like responsiveness and capabilities, clients want outside counsel who are enjoyable to work with and approach matters with a creative, problem-solving mentality. One way to encourage those attributes, […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read last year, was originally posted in April 2018. There is a recurring theme among our client interviews and electronic feedback surveys these days, and acting on it is a win/win for clients and lawyers. Clients want their […]
We are almost halfway through the 2019 year! Many of us will be headed to the beach, the lake or a planned family vacation soon. School is out, and the routines become less demanding. The days are longer, but the office is often a bit quieter and slower. It can be the perfect time to […]
A few weeks ago at the CXps 2019 conference in Durham, North Carolina, James Kane (always a crowd pleaser) spoke about the secrets to building relationships that will last. In his program, he previewed a simple framework for understanding loyalty that combines the latest research in neurology, anthropology and behavioral psychology with 100,000 years of human […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read in the first half of this year, was originally posted in February. In recent months, we have been asked more than ever to help law firms improve their client service standards and initiatives. In essence, what we are […]
I’ve worked with about 100 firms in the last 12 years, primarily around client feedback, and there is one most important element to the entire feedback process: what the firm does to act on the feedback. In order to effectively act on the feedback, firms must: Engage the client Involve other parties as needed Clearly […]
One of the biggest struggles facing law firms today is differentiation. Smart, capable attorneys are everywhere, and firms only stand out when they offer more than proficiency. Offering a superior client experience is one of the best ways to differentiate in the marketplace, and one of my recent favorite resources for improving the client experience […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read last year, was originally posted in June 2018. In the last two weeks, I have conducted 18 client feedback interviews for a variety of firms across industries ranging from high tech to old-line manufacturing. Interviewees have […]
Wicker Park Group periodically revisits some of our most popular blog posts. This is the fourth in a series of posts updated from 2013. The qualities explored continue to resonate with what clients are telling us they desperately need from outside counsel. So far, we have written about Zest, Grit and Self Control, Gratitude and Optimism and Social […]
Wicker Park Group periodically revisits some of our most popular blog posts. This is the third in a series of posts updated from 2013. The qualities explored continue to resonate with what clients are telling us they desperately need from outside counsel. So far, we have written about Zest, Grit and Self Control as well as Gratitude and […]
Wicker Park Group periodically revisits some of our most popular blog posts. This is the second in a series of posts updated from 2013. The qualities explored continue to resonate with what clients are telling us they desperately need from outside counsel. Last week, we wrote about Zest, Grit and Self Control. The character traits we […]
Wicker Park Group periodically revisits some of our most popular blog posts. This is the first in a series of posts written in 2013, which we will repost in the coming weeks. The qualities explored in these posts resonate with what clients are telling us they desperately need from outside counsel. A fascinating article in The New York […]
Fifteen years ago, celebrated business guru Jim Collins published Good to Great with the help of a team of researchers. The book is widely regarded as a modern classic of management theory. The author tracked 28 successful companies in an attempt to uncover those characteristics that separate great companies from good companies. What makes a […]
In recent months, we have been asked more than ever to help law firms improve their client service standards and initiatives. In essence, what we are really being asked is to help law firms create accountability around client service. The reality is that most firms have client service standards, both formalized and implied. Most lawyers define client […]
As anyone who knows Wicker Park will testify, client success is defined by client satisfaction. Clients, according to WPG, want three things: Solve my problem (or opportunity); Make my life easier; and I want to like you. Allow me to share three examples of simple customer service that surprised and delighted me and made my […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read last year, was originally posted in January 2018. We tend to end our interviews with a parting question. It’s usually something along the lines of, “Is there anything we haven’t asked or discussed that you would […]
At two weeks into the New Year, some people are still diligently plugging away on resolutions to develop better habits, make healthier choices and cut through the “clutter” in their lives. And some have already given up on the effort. Some WPG team members, inspired by the new Netflix series, are Marie Kondo-ing their closets, […]
This is not intended to be a post about traditional New Year’s resolutions but is a post on some things every lawyer interested in client service should think about and act on now. One of the most frequent topics to come out of both client feedback interviews and our work with individual lawyers and client […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read in 2018, was originally posted in May. Too often, outside counsel misconstrue what it means to understand a client’s business. They confuse the simple concept of what a company does with a deeper understanding of why […]
True story (so I am told): A young billionaire—let’s call him Bill—was given the opportunity to pitch to the owners of a major sports league. Bill’s purpose was to convince the owners to expand the league and add a team in Bill’s hometown. The presentation was impressive. Bill assured the group that he could provide […]
While the holidays are filled with beautiful traditions and special moments, this time of year can feel dominated by the to-do lists, gifts and stress. Over the last several weeks, the topics of holiday stress, wish lists and “managing it all” have become common discussions during our interviews or meetings with clients. We often ask […]
This time of year, you don’t even need to ask friends and colleagues how they are doing. You know what the answer will be: “I’m so busy.” “I’m slammed.” “I am so behind.” “I’m so tired.” Our society equates value with busyness. But one of the best gifts you can give your clients, your friends and […]
We are entering the final months of the year, which is often a time of reflection (and collection). At WPG, we’ve been reminded of the valuable year-end actions that will show your clients you are listening and are focused on providing the best client service possible. No matter the stage of your career or your […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post originally appeared in April 2017. When clients take the time to offer feedback, they give their lawyers and firms a gift. It is the gift of their time—a gift demonstrating they care about the relationship. But with that gift comes great […]
Some people love attending industry conferences and events to network, get out of the office and learn something new. Others dread the scene entirely. But regardless of your attitude, conferences can be a rare opportunity to connect with clients, prospects and referral sources all in the same place. Follow these six tips to make the […]
My wife and I were on vacation last week. She and I have many things in common, including the fact that we both work for law firms and both own our businesses. She has a great team that supports her, and I have the world’s most amazing partners. We also both love our all-too-infrequent vacations […]
After graduate school and prior to attending law school, I taught college-level communications and theater arts for four years. What I enjoyed and remember most during those early years in my career was witnessing firsthand when a student would have an “aha” moment—understanding a concept or delivering a speech to an appreciative audience or nailing […]
Most lawyers tend to be good communicators. Either written or verbal, they thrive on words. After working with lawyers for over 20 years, one thing has stayed constant: In times of greatest strength and significant stress, lawyers find comfort in words. It is often what makes them excellent at their jobs, particularly the technical and […]
While preparing for the recent three-part blog posts on retirement and client succession planning, I reached out to the Wicker Park Partners for their advice on the best ways for a senior partner to transfer client responsibility to a junior or mid-level partner. Not surprisingly, they emphasized the critical importance of client participation in the process. […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of our most read in the first half of this year, originally appeared in February. When I ask a group of lawyers why they get hired, I usually get one of these default answers: “We’ve worked with them before.” “They trust us.” […]
Current news almost always creeps into the conversations during client feedback interviews. And lately, we are hearing a lot from sophisticated clients about the growing focus on managed services and the increasing legal professional headcounts in the Big Four accounting firms. As you would expect, it’s the tax and M&A folks in companies that have […]
During the proverbial dog days of summer, outside counsel often assume clients are disinterested in interacting with them and are taking some kind of “break.” But like many assumptions made by law firm lawyers, this one is worth rethinking. We find in our conversations and interviews with in-house counsel that August is often a time […]
This is the third post in a three-part series on succession planning. You can find the first post here and the second post here. Many senior lawyers are not receptive to the notion of retirement, which makes the succession/transfer of clients to younger partners difficult to say the least. As I noted in a previous […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of our most read last year, originally appeared in October 2017. Clients are increasingly asked to do more with less. They have greater responsibilities, have more work to do and often spend all day going from meeting to meeting or […]
It is hard to believe that we are halfway through 2018. Time flies when you are having fun! Many of you have vacations planned over the next several months, and summer is a perfect time to step back and assess what you are doing well and where you might need to check in with your […]
At WPG, we read (and listen) a lot. We read online resources like business and legal publications and listen to podcasts and audiobooks. I personally like good old-fashioned books and just finished The Culture Code. In it, Daniel Coyle unravels the secrets of highly successful and high-performing groups and offers some great tips and tools […]
In the last two weeks, I have conducted 18 client feedback interviews for a variety of firms across industries ranging from high tech to old-line manufacturing. Interviewees have ranged from general counsel to entrepreneurs to F500 CFOs to intellectual property managers. Many of the GCs and other clients share similar top-of-mind concerns and needs. And […]
This is the second post in a three-part series on succession planning. The first post was published in May. When is the best time to retire? It’s a complicated question with no cookie-cutter answers. Timing may be the most important ingredient in a successful retirement—and client transfer—recipe. This is particularly true for law firms. Many […]
Tara Weintritt, Partner, Wicker Park Group Daniel H. Weintraub, Managing Director and General Counsel, Audax Group Here at Wicker Park Group, we have been interviewing clients on behalf of law firms for over a decade. The feedback has evolved after more than 3,000 interviews, but the core messages are similar. Clients want you to spend […]
In 2016, we shared a popular blog post about the four rules of loyalty laid out by Peter Shankman in his book Zombie Loyalists, which is a study in how to create rabid fans. The legal landscape is changing rapidly, but these essential strategies to build loyalty remain relevant and are worth sharing again. Be transparent. While it was much […]
Too often, outside counsel misconstrue what it means to understand a client’s business. They confuse the simple concept of what a company does with a deeper understanding of why the company does it and how it is impacted by broader industry trends. In many client relationships, outside counsel wait for the phone to ring, listen […]
This is the first post in a three-part series on succession planning. I’m currently working with a young partner at a Midwest firm of 300+ attorneys. Her business development plans include what she calls her “inheritance strategy.” As the name implies, she is working with a senior partner to acquire his clients when he retires. Yet, […]
There is a recurring theme among our client interviews and electronic feedback surveys these days, and acting on it is a win/win for clients and lawyers. Clients want their lawyers to be more proactive and routinely tell us they wish their lawyers would take the time to pick up the phone, schedule a visit or […]
Advanced technology was supposed to free us up to work less, spend time with our loved ones and pursue hobbies. Instead, these devices are just shackling us to work and creating blurred lines between our work and personal lives. Everyone is just working more, and that’s especially apparent in our industry. In the past few […]
The weather should be better, and the days are getting longer. Spring is upon us, which means it’s time to contemplate some professional spring cleaning. The legal-industry version of spring cleaning is not much different from what you do around your house and in your personal life to get organized and leave behind winter hibernation. […]
Whenever I attend a conference, tradeshow or social gathering with people I have yet to meet, I make it a point to try and add a few new friends or professional contacts to my network. Sound familiar? Yet it is not unusual for me to forget the name of a new acquaintance. I am often […]
We’ve been traveling to see our clients a lot this spring, and I’ve been averaging two cities a week for a few weeks now. Last week, I noticed a change. There were more families, more packs of unaccompanied young people wearing college party t-shirts, more suntans and more frustrated business travelers navigating around people stopping […]
If feedback was easy, then it would happen every day, in real time, and there would never be a single doubt about any of the themes most critical to every client-law firm relationship: Do you understand your clients’ needs? Do you know how to make their lives easier? Do you know what is important to […]
As some of you know, my family has undertaken a fairly extensive home construction project that involves digging out a basement and adding 1,400 square feet of livable space. The selection process for choosing our architect, builder and finishing crew reminded me of how in-house counsel talk about their selection of outside counsel. We asked […]
In anticipation of Valentine’s Day, I decided to take a look at WPG client feedback reports from the past few months to see what clients say they really love about their law firm relationships. Clients really feel the love when their outside counsel are generous, insightful, adaptable, consistent, collaborative, fun to be around, thoughtful gift […]
When I ask a group of lawyers why they get hired, I usually get one of these default answers: “We’ve worked with them before.” “They trust us.” “We have the resources they expect.” “We are great lawyers at a great firm.” Yes, and no. Clients hire lawyers that can say all of the above. But […]
We tend to end our interviews with a parting question. It’s usually something along the lines of, “Is there anything we haven’t asked or discussed that you would like to talk about and/or we should have asked?” Interestingly, the last three of four interviews I have held concluded with the same response: diversity. Maybe it […]
Building client loyalty—particularly in this legal environment—takes real effort. You need to design your clients’ experiences, and that must incorporate the voice of the client. This May 21-23, join Wicker Park Group in attending CXps 2018 (Client Experience in Professional Services) and learn how to design client experiences that succeed. Learn more and register here.
Adaptability. In every conversation I have with in-house counsel and the lawyers who support and serve them, the single most important trait clients value and lawyers pride themselves on is adaptability. Often other words are used to describe this highly valued trait, but it really comes down to adaptability as the key to successful relationships. […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, our most read in 2017, was originally posted in November. Those readers familiar with Wicker Park Group are aware of our key theme in 2017: Adding Value. For those of you new to the concept, adding value is one of the […]
Wicker Park Group periodically revisits some of our most popular blog posts. This post, one of the most read in 2017, was originally posted in October. It is budget season for most AmLaw 200 firms, and most of our clients are evaluating their budgets from last year and reevaluating initiatives, priorities and money spent. We […]
I recently helped a former colleague explore new job opportunities, and I was reminded of how often we rely on making connections. We network both professionally and personally constantly: seeking a new client, finding a recommended doctor, getting tickets to a sought-after event or finding the right office space. The list could go on and […]
December is a busy month for most law firms. In addition to the holidays and hectic schedules, it is budget and collection season for most firms, and everyone at the firm is laser-focused on closing out the year. Tensions are high, hours are long and conversations can be uncomfortable. Lawyers are pressed daily to collect […]
We’ve written countless blog posts about the importance of talking with clients “off the clock” to seek feedback and gain a better understanding of their businesses, strategic goals, preferences, priorities and pressures. The attorneys doing this well have seen the simple effort make a dramatic difference in the strength of their client relationships as well […]
This post was originally published in November 2014, but the tips are still relevant and valuable as we enter into the final weeks of the year. Happy Thanksgiving from Wicker Park Group! Here at WPG, Thanksgiving is one of our favorite holidays. It allows for cherished time with friends and family. Most of us, at […]
Those readers familiar with Wicker Park Group are aware of our key theme in 2017: Adding Value. For those of you new to the concept, adding value is one of the most important qualities necessary to building long-term, trusting, meaningful client relationships. Clients routinely mention adding value as one of the key differentiators of their […]
Clients are increasingly asked to do more with less. They have greater responsibilities, have more work to do and often spend all day going from meeting to meeting or conference call to conference call. Email is often the best way to get messages to clients during hectic days, but their inboxes are on overload. Many […]
As firms plan for 2018, we spend a lot of time talking with existing law firm clients as well as those that are (finally) prepared to launch a formal client feedback program. As part of that conversation (and even in formal RFPs), we are asked to share our philosophy on client feedback. Our philosophy can […]
It is budget season for most AmLaw 200 firms, and most of our clients are evaluating their budgets from last year and reevaluating initiatives, priorities and money spent. We are seeing a few trends from our clients regarding priorities in 2018: Client feedback is at the forefront and driving strategy, growth and priorities at leading […]
The two most frequently asked questions we answer when working with our clients at the beginning of any engagement are: How do we handle difficult feedback? What happens if we don’t have a formalized system to act and follow up on the feedback we get from our clients? Those two questions are more connected than […]
At WPG, we read a lot. In the spirit of back to school and reporting on “summer reading,” I share recommendations for two great books about the skills that clients we interview often describe as the traits distinguishing extraordinary from average legal service. Empathy, emotional intelligence, communication skills and the ability to cultivate relationships are essential […]
Given what we do for a living, we are often traveling by plane and spend quite a bit of quality time with specific airline carriers. The three of us happen to fly three different airlines, but the experience tends to be the same (not unlike the experience with similarly-sized, capable, leading law firms.) Air travel […]
Firms today are missing out on work because they’re failing to invest in a hugely important client contact: the in-house legal operations professional. Building relationships with GCs and in-house counsel is very valuable, but it often fails to translate into more work if you’re not also communicating regularly with the director of legal operations team. […]
We always tell our law firm clients that communication is the key to the best client relationships. And communication takes many forms: the written word, the business-practical and commercial advice, the tone you set when talking to in-house counsel, the way in-house counsel want and expect to communicate for any and every matter and, of […]
We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, originally posted in June 2016, was one of last year’s most read posts. At the recent Client Experience in Professional Services conference in Durham, North Carolina, Stan Phelps shared his insights about winning the hearts of customers and influencing positive […]
I get the pleasure of seeing some pretty amazing places of business for my job. We get sent to all sorts of businesses all around the world to interview law firm clients and learn about their businesses and how the law firms can serve them better: manufacturing plants, industry giants, privately-held businesses that started from […]
The following article, written by Susan Kostal, was posted June 1 as part of JD Supra’s Perspectives series. I’ve attended many panels where in-house counsel share their likes and dislikes, but in the last year the tone has changed. In-house attorneys are increasingly dissatisfied, they tell us, because they can’t have the kind of conversations they […]
We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, originally posted in June 2016, was one of last year’s most read posts. One of our more popular blog posts in 2015 talked about the importance of actively listening to clients in a world of many distractions. We quoted author Sherry Turkle’s observations about […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the fifth article in the series. You can find the first article about how to choose clients for feedback here, the second article about the importance of preparation here, the third article about who […]
For the last decade, we have worked with firms to launch, lead, develop and support client feedback interviews. And in almost every firm, the managing partner or chair is either already conducting relationship visits or planning to do them as soon as possible. They often come to us to discuss how to both train the […]
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 […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the fourth article in the series. You can find the first article about how to choose clients for feedback here, the second article about the importance of preparation here and the third […]
When clients take the time to offer feedback, they give their lawyers and firms a gift. It is the gift of their time—a gift demonstrating they care about the relationship. But with that gift comes great responsibility. And unlike a traditional gift, you have to do much more than just send a thank you note […]
At the beginning of 2015, I was given the great opportunity to become a strategic partner with the Wicker Park Group, the preeminent firm focused on client feedback in the legal industry today. At our first meeting, I asked the group: “After more than 2,000 client feedback interviews, what is it that clients care about […]
The bar is low. Despite tremendous progress in the past 20 years, law firms continue to lag behind their clients’ industries and other professional service firms when it comes to innovation, client experience and client engagement. Again and again, we hear law firm clients say the attorneys and law firms that stand out from the […]
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 […]
An IT lawyer recently made a striking observation to me. He works in the flat-screen TV industry and noted that a flat-screen TV from twenty years ago could cost $20,000 or more and lacked much of today’s technology. But every year, the technology has gotten better as the cost has declined. You can now buy […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the third article in the series. You can find the first article about how to choose clients for feedback here and the second article about the importance of preparation here. Most […]
At the end of a client feedback interview last week, the senior in-house counsel I was speaking with summed up the relationship by saying, “At the end of the day, they get all my work because they make me look good.” It is that simple. In an era where competition is greater than ever and […]
Wicker Park Group is revisiting some of the processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the second article in the series. You can find the first article about how to choose clients for feedback here. Whether conducting interviews face to face or via telephone, we recommend […]
Wicker Park Group is revisiting some of the essential processes around Client Feedback Interviews in a new series of blog posts called “Back to Basics.” This is the first article in the series. Check back regularly for updated entries. Unless you have unlimited time and resources, it is impossible to visit or call every single firm client […]
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 […]
End-of-the-year travels have had me on more airplanes, staying in more hotels, eating in more restaurants and visiting more law firm offices than usual. During my travels, I experienced some of the best and some of the worst hospitality imaginable. On one trip, weather and travel delays typical of the season resulted in missed connections, […]
Many law firms understand how to meet their client’s biggest and most obvious client service preferences. We’ve all laughed about (and learned from) the story of the firm that FedExed its RFP response to UPS and was summarily dismissed from the process as well as the firm that forgot to remove competitor products from the […]
We will periodically revisit some of Wicker Park Group’s most popular blog posts. This one, from November 2015, was one of last year’s most read posts. There seems to be a theme with our clients these past few months: change. We have three different clients who recently hired new CMOs, and there are significant changes […]
Wicker Park Group recently had the opportunity to speak with Doug Luftman, the Chief Innovation Officer and General Counsel at Lecorpio. He shared insights on what GCs are looking for from outside counsel and how to develop and strengthen those relationships. Luftman said, “The most valuable thing is outside counsel being savvy about my business and having true […]
The election of Donald Trump as President has sent shock waves around the world. Indeed, the unexpected outcome has created many questions and much uncertainty about what will happen in the next few months and years. What opportunities does this transition of power to a business executive with strong conservative leanings but no government experience […]
Fall is one of our busiest interview seasons at Wicker Park Group. Just last month, I conducted over 30 individual interviews. The companies ranged in size, revenue, region, complexity and legal department sophistication, yet the feedback themes were very consistent and tended to focus on communication. Firms received praise and appreciation for frequent, collaborative, consumable […]
While I was talking to a law firm partner about one of her most significant clients last week, she said, “Every time we have face time with the client, we walk away with several new projects. But that is so hard because we are so busy just managing the work and their complicated financial reporting […]
In the past month, I have moderated multiple in-house counsel panels (both in public forums and at private law firm retreats), interviewed more than a dozen in-house counsel and led client service workshops at law firms. In every instance, I was struck by the widening gap between what clients want from their outside counsel and […]