Practice Management

Don't compete on price, now or any other time.

By Dan Hull

In the way-down current global economy, the great corporate clients we always wanted at our mid-sized firm will now come to us for our lower rates. They will never leave us. There will be Sweetness, Light and Good Crops.

--An over-served lawyer we know said this, more or less, on Friday evening.

No. Probably not. Right now, it's tempting--but resist the urge to lure new clients with lower price or rates. Clients who come to you for price will leave you for price. Think about value first, price second. A gem we missed in January by Boston's Jay Shepherd at his The Client Revolution: "Why competing on price is a losing strategy".

Full post as published by What About Clients? on February 09, 2009 (boomark / email).