Sorting Your Clients into Rankings that Matter

Posted by Larry Bodine | Oct 22, 2015 | 0 Comments

—The Pareto principle applies to your law practice: —80% of your profit is earned from 20% of your clients, —and 20% of your clients are responsible for 80% of your headaches. Therefore it makes to review all of your files and to give each client a letter grade according to 8 criteria: 

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  1. Case value
  2. Capabilities
  3. Urgency
  4. Choice of lawyer
  5. Ability to pay
  6. Takes direction
  7. Referral source
  8. Likeability

Here is a short guide.

"A" Clients say:

  1. Case value: I have up to $100,000 in provable damages.
  2. Capabilities: I am your target client.
  3. Urgency: I want to deal with my legal matter right now.
  4. Choice of lawyer: I want you to handle my legal matter.
  5. Ability to pay: I have the cash or credit to pay for a lawyer.
  6. Takes direction: I will do whatever you recommend and never complain.
  7. Referral source: I will recommend you to all my friends and contacts without prompting.
  8. Likeability: I'll brighten your day every time you hear or see me.

“B” Clients say:

  1. I have $50,000 to $10,000 in provable damages.
  2. I need help in an areas where the firm has experience.
  3. I am deciding whether to deal with my legal matter.
  4. I want your firm to handle my legal matter. I need to be convinced about you.
  5. I am looking to get my legal matter handled as cheaply as possible.
  6. I want you to recommend options for me to consider.
  7. I will mention you if you beat my expectations.
  8. I am pleasant, businesslike and easy to work with.

“C” Clients say:

  1. I may have $5,000 in damages but the evidence is uncertain.
  2. I have a problem you can probably figure out.
  3. I'm deciding whether to get around to dealing with my legal matter.
  4. I'm shopping for a law firm. You're No. 3 for today.
  5. I need you to finance my case.
  6. I'll won't take your recommendations until I double-check them with my friends and the Web.
  7. I don't want anyone to ever know I had a legal problem, so I won't refer you.
  8. You can find a way to tolerate me.

"D" Clients.

There are no D clients. Anything less than a “C” is an “F.”

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About the Author

Larry Bodine

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


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