Home Criminal Defense Leveraging expertise to draw, delight, and retain purchasers

Leveraging expertise to draw, delight, and retain purchasers


For years there was a disaster of customer support inside the authorized business.

Even earlier than the pandemic created a physical disconnect between your attorneys and your purchasers, many corporations have allowed a figurative disconnect to develop between what purchasers need and what the agency delivers.

Do any of those eventualities sound acquainted?

  • A potential consumer sounds very all for doing enterprise with you of their on-line inquiry, however goes radio silent while you reply a number of days later.
  • A present consumer complains about how complicated and disjointed it’s to e mail paperwork forwards and backwards with you. (“Don’t you have some sort of client portal I can use?”)
  • A brand new affiliate grumbles about what is the cost time they’re losing combating together with your antiquated submitting system.

These are all signs of the identical disconnect, which has its roots in expertise.

Over the previous few a long time, more and more fast developments in expertise have reshaped all of our expectations as shoppers. We every have almost good info inside arm’s reach always, and our tolerance for something aside from instantaneous gratification is subsequent to nil.

Most corporations have felt this shift by way of the simmering tensions listed above. But as expertise continues to evolve at exponential charges—and far to the dismay of their purchasers—most corporations have stood resolute, sticking to the established order.

Now, as we settle right into a post-COVID rhythm, our solely technique of interacting with prospects, purchasers, and colleagues is available in one digital format or one other.

And in case your agency shouldn’t be in a position to actively and intentionally leverage expertise to fulfill and exceed expectations, these tensions will quickly reach their boiling level and value you by way of status and income.

Technology’s Starring Role within the Client Experience

Let’s first take into account how a potential consumer interacts together with your agency. While some could pine for the times when referrals and word-of-mouth alone drove agency progress, the fact is that this journey has transitioned to the internet:

  • 67% of the customer’s journey is carried out digitally
  • 83% of individuals begin their seek for an lawyer by checking on-line opinions
  • 70% will go to an lawyer in an inconvenient location if that lawyer has higher opinions

Already you possibly can see why corporations with a extra polished and complicated digital presence have a bonus.

Then, ought to that potential purchaser turn out to be a consumer, their notion of your agency’s efficiency will as soon as once more rely in your means to harness expertise. To delight your purchasers, you’ll want to “wow” them on 4 fronts—a framework I call the 4 pillars of Exceptional Customer Service: responsiveness, experience, outcomes, and innovation.


  • What it seems to be like: When your consumer has a request, concern, or query, you deal with it absolutely, you talk it in a approach that suits your consumer, and also you do that in an inexpensive period of time.
  • How to realize it: You devise and implement a considerate cellular technique that empowers your attorneys to be productive no matter their physical location. You even have collaboration packages (e.g. Slack, Teams) that facilitate environment friendly inside data switch.


  • What it seems to be like: You’re in a position to carry your agency’s collective historic experience to bear because the scenario calls for. What you don’t know offhand, you possibly can find simply and with out re‑inventing the wheel.
  • How to realize it: This requires an efficient data administration technique—usually within the type of a doc administration system—to assist attorneys and workers discover applicable work product rapidly, as well as instruments like video conferencing and safe file sharing to ship that product to your purchasers.


  • What it seems to be like: You observe and display your effectiveness as a agency. Your purchasers (potential and current) know, in quantifiable phrases, what worth you’re bringing to the desk—and that they received’t get higher outcomes elsewhere.
  • How to realize it: This pillar calls for a repeatable course of to gather and disseminate the outcomes you’ve measured (e.g. win charge, money saved, money earned). Your monitoring mechanism might be so simple as a spreadsheet, or maybe a customized discipline in your DMS.


  • What it seems to be like: Innovative corporations anticipate and make for impending developments—lots of them technical, akin to Artificial Intelligence—that that might affect your means to serve your purchasers, or that might have authorized ramifications in your purchasers.
  • How to realize it: You maintain an individual or committee accountable to ongoing expertise formal training efforts akin to attending seminars and webinars, subscribing to expertise newsletters, or becoming a member of the expertise part of native authorized associations.

Does your agency have particular options and methods in place to fulfill expectations in every of those areas? To exceed them?

The Pandemic as a Unique Opportunity to Evolve

From my perspective, the authorized business has been introduced with a doubtlessly once-in-a-lifetime alternative.

Historically, regulation corporations have a tendency to withstand large-scale adjustments to how they ship service; in line with a current Altman Weil survey, regardless of a largely stagnant market, 59% of regulation corporations have been “not feeling enough economic pain” to justify an overhaul irrespective of the potential advantages.

There’s much less room to argue now.

Being in a position to serve and invoice your purchasers successfully whether or not you’re at house or at your workplace has turn out to be a enterprise important. Being in a position to effectively talk and collaborate with a broadly dispersed crew has turn out to be a enterprise important. Being in a position to show your agency’s worth to purchasers impacted by a recession has turn out to be a enterprise important.

Now, whilst you work to meet these enterprise imperatives, the important thing will probably be to decide on the methods and options that can present the correct performance not out of your perspective, however from the angle of your purchasers.

Take collaboration, for instance. Say you determine a product that can enable your crew to speak about and work by a doc collectively in real-time. Great! But when it comes time to get that doc over to your consumer, the method breaks down; there’s no simple or safe approach to share it with them in addition to attaching the present model to an encrypted e mail. Not so nice.

Rather than focusing solely in your inside operations, purpose to enhance your capabilities externally too. That’s the way you’ll delight your purchasers, and that’s the way you’ll outpace your rivals.

Final Thought

As all of us work to navigate this new and weird pandemic panorama, it may be much more tempting than typical to hunker down and await the storm to move.

Unfortunately, the storm will solely develop stronger; even when we’re in a position to in the future go “back to normal” (unlikely as it could be), the tempo of technological change will proceed to extend exponentially, as will the troublesome hole between your agency’s operations and consumer expectations.

Unless, after all, we seize the chance we’ve been introduced with and rally agency management behind a full-scale paradigm shift on the subject of your expertise.

Why view this device as a mere value heart when it may gas your strongest aggressive benefit as an alternative?


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