Conversations Lead the Way for Successful Client Relationship Transitions
Many attorneys spend their days managing business transitions (and challenges from those transitions) for clients. Quick to jump on the phone and triage the passing of the baton from one leadership team to another, lawyers are adept at spotting issues and handling the next phase of moving business along. Yet, when it comes time to pass on a practice (and the client relationships that make it up), the tasks feel daunting, personal and more like a guessing game than the implementation of a strategic client plan. There is a better way.
Lawyers and firms can shift this from one of a practice ending, to investment and growth — not only in the client relationship — but in the next generation of the firm’s practice. This subtle shift changes the conversation from “goodbye” to “hello.” It allows the new attorneys to step into the role from a place of curiosity and dedication. Using this new role as a platform to strengthen client relationships, curious conversation strategies enable the team to develop their own working relationships with transitioning clients. Pairing these conversations together allows everyone to not just carry the work forward without pause, but to strengthen an already great relationship.
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