Collaborative Legal Practices Manchester Forum. Facilitated by Allan Carton 17 & 19 August 2010. Agenda. Introductions The initiative Opportunities to improve business Level 1 Level 2 Issues, options and solutions Next steps. Allan Carton. Director of Inpractice UK and MSC
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17 & 19 August 2010
Articles & Publications
Advocate - Client generates additional referral dollars
Majority Client - Client selects your company as supplier of choice
Suspect - could the Client fit the target market profile?
Loyal Client - Client is resistant to switching suppliers; strong positive attitude to your company
Repeat Client - Client makes additional purchases
Prospect - Client fits the profile and is being approached for the first time
Acquisition Role: Finding and winning the right Clients. Marketing & Sales Activity
Retention Role: Keeping the right Clients. Client Service/Service Delivery
Development Role: Growing the value of the right Clients. Up-selling, Cross-selling & Down-selling
Building Client Relationships - Roles