Through the Client's Eyes, Second Edition: New Approaches to Get Clients to Hire You Again and Again, (Paperback)

~ (Author)

Editorial Reviews

Review

Take a large metal bowl mix three parts David Maister, five parts practical dos and don’ts and two parts Will -- Stephen Ruben

Product Description

In today’s competitive legal marketplace clients judge their lawyers not necessarily on their competence, but on how they treat their clients. Big firms and solos alike rely on clients coming back and recommending their firm to other potential clients. Client retention—getting clients to hire you again and again—can be one of the most important skills your firm can possess.

In this book, author and seasoned practitioner Henry Ewalt shares practical advice on building relationships and trust, uncovering some unlikely ways to make connections in addition to traditional methods. This book discusses time-tested marketing techniques, including brochures, newsletters, client dinners, and entertainment events. Important issues, such as client intake, client meetings, follow-up, dissemination of news, fee setting and collection, and email communications are all discussed and expertly illustrated with timely examples and war stories.

This new revised edition covers every aspect of the lawyer-client relationship, giving sound advice and fresh ideas on how to develop and maintain excellent client connections. You'll learn how to head off misinterpretations that result in client dissatisfaction. How to forge alliances with other lawyers that can work to your advantage. How to think like a client and how to really listen when a client expresses expectations and concerns.

This book is a valuable addition to any law firm library, and a must-read for lawyers new to a firm, managing partners, solos, law firm marketing directors − anyone working to build solid, lasting client relationships.

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Product Details

• Paperback: 302 pages
• Publisher: American Bar Association; 2 Sub edition (October 25, 2003)
• Language: English
• ISBN-10: 1590310586
• ISBN-13: 978-1590310588
• Product Dimensions: 10 x 7.2 x 0.7 inches
• Shipping Weight: 1.2 pounds (View shipping rates and policies)
• Average Customer Review: 4.0 out of 5 stars  See all reviews (1 customer review)
• Amazon.com Sales Rank: #2,405,757 in Books (See Bestsellers in Books)

Customer Reviews

Most Helpful Customer Reviews

4.0 out of 5 stars Maintaining Good Client Relations, November 24, 2007

By	David M. Freedman (Chicago area) - See all my reviews (REAL NAME)

This review is from: Through the Client's Eyes: New Approaches to Get Clients to Hire You Again and Again (Hardcover)

Aside from a short chapter on referral sources and alliances, this book's focus is on creating and maintaining good client relations after they've already walked in your door.

Ewalt (a former labor and corporate lawyer and currently a solo practitioner) wrote Through the Client's Eyes for all lawyers in private practice, in firms big and small.
The book's subtitle says "New Approaches." I don't know if Ewalt wrote the subtitle himself, or if some marketing hack at the ABA wrote it, but there really isn't anything new here, at least in terms of the strategies, techniques and tactics that Ewalt recommends.

What is new and different is the sumptuous detail, rich examples, and real-life anecdotes he uses to teach you how to "treat clients like people and not like cases." That's the secret to building strong relationships with clients so (a) they'll hire you again and again and (b) you'll achieve "true personal satisfaction."

Ewalt's writing style is quaint and often stiff. And the introductory chapters are somewhat condescending and preachy.

But you would be doing yourself a favor if you read this book once a year; and buy a copy of it for each lawyer on your staff.