10. Forget the Fluff: Clients Want Business Advice
Clients are looking for firms that can connect the dots.
December 01, 2022 at 12:20 PM
4 minute read
The original version of this story was published on Lean Adviser
"We don't appreciate marketing brochures, or material not relevant to us. Communications should be to the point where we can forward their 'heads-up' memos to the relevant executives, with a simple note." — Michael Paik, EVP, Legal, Trade & Risk Management, SeAH Holdings, South Korea
Clients don't come to law firms because they are naturally inquisitive, or suddenly have a thirst for legal knowledge. They come to us because they have a problem, and gold-plated legal essays don't solve problems. Many clients are also lawyers, and sometimes they want pure legal advice. That's fine, and if presented concisely the lawyer can apply it to a problem in the business without further help.
But mostly clients want business advice not legal advice. "Aha," say the law firms, "that's not our job. We're here to give legal advice, the client has to decide how to fix business problems." But law firms are wrong on this, and the reason they are wrong is because clients say they are.
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