Educate your clients about all of your firm’s practice areas. You may be handling employment issues, such as sexual harassment suits, for a software company. But who handles their intellectual property business? Are they even aware of your IP practice? With corporations reducing and consolidating their legal spend, not to mention their recent willingness to switch outside counsel, your client may be eager to move more business to your firm. But that won’t happen unless they are informed about all of your expertise.
Remind clients of all you’ve done for them. If you sense that a client may leave with a departing attorney, ask to meet with the client first. Use that meeting to review the work you’ve done for the client, reminding them of the breadth and depth of your firm. Review not only the matters, but list all of the staff — not just attorneys but the litigation support staff, administrative support and records managers — your firm uses to support their business.
It’s important to focus on the long term view. Most of the suggestions above require a firm to rethink the way they handle clients, which can be difficult for a firm with a longstanding culture and way of conducting business.