Build Your Practice by Knowing 3 Things All Clients Want

Posted by Larry Bodine | Aug 25, 2015 | 0 Comments

 An ideal business development technique is to know what your clients want. All clients will tell you that they want added value for their legal services. It isn't enough anymore just to get the work done. Recent research shows that clients define value in three ways:

  • Efficiency
  • Predictability
  • And cost-effectiveness.

The more you can incorporate these magic words into your conversations with clients, the better.

1. Efficiency can be staffing cases lean with fewer personnel, or applying years of experience to get to the heart of the matter. Consider offering a project management approach to the next legal problem.

2. Predictability means being up front about your costs so that clients will know how a case will play out. The idea is never to surprise a client with the cost of the work.

3. Cost effectiveness means applying key performance indicators and benchmarking data, and giving a client measurement & tracking tools so they can tell that they got good value.

In the delivery of legal services, high quality work is assumed.  But you can build a brand around these three “magic words.”

This is Larry Bodine, and you can get more marketing tips at

About the Author

Larry Bodine

Attorney and journalist Larry Bodine is the Senior Legal Marketing Strategist at LawLytics law firm marketing.


There are no comments for this post. Be the first and Add your Comment below.

Leave a Comment

Larry with LawLytics CEO Dan Jaffe at LawLytics Headquarters.


As the Senior Legal Marketing Strategist at LawLytics, Larry helps craft strategies that turn law firm websites into extraordinary assets.

Ken Hardison Presents the PILMMA Hall of Fame Award


At the Annual Summit of the Personal Injury Lawyers Marketing and Management Association, President Ken Hardison honored me with this award.

Nationally Recognized Legal Marketing Expert Larry Bodine


Larry Bodine is considered by many to be the foremost expert on business generation.