As originally published on Law Technology Today, October 8, 2020
Leveraging technology to attract, delight, and retain clients
by Heinan Landa | Optimal Networks, Inc.
For years there has been a crisis of customer service within the legal industry.
Even before the pandemic created a physical disconnect between your attorneys and your clients, many firms have allowed a figurative disconnect to grow between what clients want and what the firm delivers.
Do any of these scenarios sound familiar?
- A prospective client sounds very interested in doing business with you in their online inquiry, but goes radio silent when you respond a few days later.
- A current client complains about how confusing and disjointed it is to email documents back and forth with you. (“Don’t you have some sort of client portal I can use?”)
- A new associate grumbles about how much time they’re wasting fighting with your antiquated filing system.
These are all symptoms of the same disconnect, which has its roots in technology.
Over the past few decades, increasingly rapid advancements in technology have reshaped all of our expectations as consumers. We each have nearly perfect information within arm’s reach at all times, and our tolerance for anything other than instant gratification is next to nil.
Most firms have felt this shift in terms of the simmering tensions listed above. But as technology continues to evolve at exponential rates—and much to the dismay of their clients—most firms have stood resolute, sticking to the status quo.
Now, as we settle into a post-COVID rhythm, our only means of interacting with prospects, clients, and colleagues comes in one digital format or another.
And if your firm is not able to actively and deliberately leverage technology to meet and exceed expectations, these tensions will soon reach their boiling point and cost you in terms of reputation and revenue.
Technology’s Starring Role in the Client Experience
Let’s first consider how a prospective client interacts with your firm. While some may pine for the days when referrals and word-of-mouth alone drove firm growth, the reality is that this journey has transitioned to the internet:
- 67% of the buyer’s journey is carried out digitally
- 83% of people start their search for an attorney by checking online reviews
- 70% will go to an attorney in an inconvenient location if that attorney has better reviews
Already you can see why firms with a more polished and sophisticated digital presence have an advantage.
Then, should that potential buyer become a client, their perception of your firm’s performance will once again depend on your ability to harness technology. To delight your clients, you need to “wow” them on four fronts—a framework I call the four pillars of Exceptional Customer Service: responsiveness, expertise, results, and innovation.
Responsiveness
- What it looks like: When your client has a request, concern, or question, you address it fully, you communicate it in a way that suits your client, and you do this in a reasonable amount of time.
- How to achieve it: You devise and implement a thoughtful mobile strategy that empowers your attorneys to be productive regardless of their physical location. You also have collaboration packages (e.g. Slack, Teams) that facilitate efficient internal knowledge transfer.
Expertise
- What it looks like: You’re able to bring your firm’s collective historical expertise to bear as the situation demands. What you don’t know offhand, you can locate easily and without re‑inventing the wheel.
- How to achieve it: This requires an effective knowledge management strategy—often in the form of a document management system—to help attorneys and staff find relevant work product quickly, as well as tools like video conferencing and secure file sharing to deliver that product to your clients.