Many successful businesses have learned that the first place to look for achievable top-line sales growth is to their existing customers. They understand that because they already have relationships with these customers, there is a greater likelihood of generating additional sales with them, and the cost of doing so will be less, compared to obtaining new customers. These lessons especially apply to law firms and their clients.
Although many law firm managers agree that it is worthwhile to devote significant attention to existing clients, few firms are proficient. What firm and department managers want to know is how they can effectively maximize business opportunities with their existing clients.