Managing Your Client References

So you’ve got your great submission ready to go into the directory. Well done… but that’s only half the battle.

The leading directories use client references as a key element of their research. It’s impossible to overstate the importance of this part of the process; glowing references from key clients are arguably becoming as important as providing a detailed and focused submission.

A firm won’t necessarily get ranked on the strength of client references alone – but it makes the decision not to rank a firm much harder if the researcher is faced with a list of third-party explanations of why a firm should be on the list.

But, there’s little benefit in providing clients who are unlikely to respond, or who aren’t going to give the researcher the right message. And no attorney wants to annoy their clients with endless reference requests. It’s a tricky balancing act.

How I Can Help

  • Implementation of a detailed process for guiding partners and marketing staff through the timing and strategy for bringing client references into the process.
  • Comprehensive strategic guidance regarding optimum client reference selection.
  • A detailed set of best practice materials explaining how to make sure your clients are kept in the loop throughout the directory research process, making it more likely they’ll respond.