Book cover via Amazon How does the client select their attorney? So asks Charles H. Green, author of Trust-based Selling (McGraw-Hill, 2005), and co-author of The Trusted Advisor in his blog article "Do Clients Buy the Law Firm, or the Lawyer?". It is worth reading it in its full form.A brief synopsis:
"The real decision process . . . covers two distinct phases—screening and selection. Screening usually comes first, and is heavily focused on the law firm. The client puts together an initial "short list," based on some combination of prior experience, reputation, recommendations, and some initial search.
Even if only one firm emerges as likely to be viable—most clients insist on some kind of personal interaction before making a decision. And usually this selection process involves several firms. Selection may be more or less formal, may involve presentations or phone calls, but in almost all cases involves personal interaction." The focus of this second stage is the lawyer.
Read the rest here.
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