Bruce Allen over at Marketing Catalyst has created what he calls a New Matter Questionnaire which is sent to attorneys at his firm, Rutan & Tucker, whenever they have obtained a new client. See his most recent post which details the status of the Questionnaire and what it currently contains.
What a great idea! I hate it when I don't think of tools like this but love it when others do and I get to take their good idea and run with it.
Our firm is a bit smaller than Bruce's so I plan to take the Questionnaire idea and tailor it to Mercer Capital and obtain the answers in face-to-face meetings. This could be a simple way to get in front of our fee-earners and begin a conversation about new clients, as well as put me in the middle of our selling efforts. As my role transitions from traditional "marketing" to "business development," this strikes me as a potentially helpful tool.
Thanks for sharing this wonderful idea Bruce!!
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