Overcoming Client Inertia: The Real Reason You Aren’t Closing New Business

Despite the ongoing “client value squeeze” and rising interest in moving work downstream, even the most motivated legal departments may find it hard to switch law firms. In fact, while firms focus on competition, technology or pricing, the silent killer of new business is client inertia — your prospect’s simple resistance to change. Sally Schmidt suggests five ways to convince them.This episode of Attorney at Work Today is brought to you by Answering Legal.Adapted from an article by Sally J. Schmidt.Click here to read the full article. Head to Attorney at Work for more really good ideas.