Career Clinic: I need help with my 'client bonding' skills!

You can try Sister Snog, or the City Women's Network.

Solicitor, Field Fisher Waterhouse -07 Feb 2007 | 16:57

As a general counsel of 10 years' standing, you have my sympathy. I am tired of being wooed with offers to attend/participate in events/sports. I have come to the conclusion that the "experts" in business development assume that every in-houser is a sports fanatic or, that as the assistants/associates have time for little else, sports is the way to my heart/budget. WRONG.If you want to shine then play to your skills and interests and don't follow the herd.Also, if you really want to develop client relationships, go and see them. I know... how controversial! You will be amazed at how pleased we are to talk and how much confusion and fusion a talk over a sandwich and a spritzer at lunch can achieve. If your BD guy is reading this, ask him if he knows the definition of an "expert"?Go visit!

Head of legal, national charity -07 Feb 2007 | 17:07

'Client bonding' isn't a mystery. Find clients you don't hate, find out what they like and offer them an opportunity to do that (unless you really can't stand it!). It may be sport but, equally, it may be opera or ballet, it could be art (try the preview night at the Affordable Art Fair), it could be clay pigeon-shooting or go-karting (both great fun!), 10-pin bowling or a game of pool.It could simply be a decent dinner with other halves at the end of a tough deal or the opportunity to meet a favourite author. I used to be in private practice and was good at building client relationships but that is not what partners necessarily want - sure, you should be competent in that area but you needn't think it is completely key. Clients will come back to you because they rate your ability, not your knowledge of Test match cricket grounds. Also, if you're pretty dull, you may simply not be the sort of person clients want to spend their evenings with.My advice? Play to your strengths - if you've got 'good lawyer, respected by colleagues' ticked off then you're a long way to partnership already, particularly if you work in an in-demand area.Also, don't bring a moaning attitude ("It's all sport at the end of a long day") to any internal discussion - it will simply turn everyone off.

Dan, in-house lawyer -08 Feb 2007 | 16:45

As a woman myself, I totally understand your hand-wringing. That's why I look out for the entire spectrum of client entertainment opportunities, not just the standard dinner or golf day (very popular in Asia). While these are certainly excellent client and colleague bonding sessions, I wanted to expand the range to cater to different lawyers' and clients' tastes, as well as personalities. One was women's interests. I organised a number of women's events surrounding fragrances, aromatherapy and skincare/ makeup brands. I thought a "girly" event over lunch would be different and appeal to busy women clients who usually have to cram these things in on the weekend. I happened to have a contact through another lawyer of someone in a marketing role in these organisations who was quite lateral-thinking (she was, after all, trained as a lawyer to start with).Or else if your firm is big enough, you may well have a client in the fashion, make up etc industry who would be happy that you'd like to do some joint marketing with them to support them. I have also organised museum trips over lunch, which went down very well with foreign clients who wanted to know something about local culture and history. Taking clients out for a play or film is quite good regardless of gender. There really are so many opportunities that you can do on your own or with a few of your colleagues so that your client will have a more intimate experience and appreciate the effort taken.Also if your personality is more introverted, pick clients who are similarly quiet and don't appreciate the loud, group entertainment that usually goes on. Have a meal with them, drop by their office or invite them into town if you're in the City and they're further out and would welcome an excuse to come into town. Visit clients, especially those whose offices are a little far off. In-house counsel usually lack a huge network of colleagues they can lunch with and would be touched by your effort to go out there to understand their environment. In particular, if your clients are in industries like shipping or manufacturing, it really is worth taking a tour of their operations so you get a good feel for the business.

Marketing specialist, Asian law firm -09 Feb 2007 | 01:19

The Association of Women Solicitors (www.womensolicitors.org.uk) takes a keen interest in the multitude of issues that affect women solicitors at every stage of their careers. Client care/bonding is an issue that crops up time and again. There are ways to deal with clients other than taking them to sporting events. Each client is different and it helps to work out what their individual interests are - not all are sports-mad. Taking clients out for lunch is a good option. Few people object to fine food in good company. Get the clients to talk about themselves and their interests and show that you are interested in what they have to say - certainly better than doing the firm's "hard-sell". Other clients may have cultural interests, so visits to exhibitions, museums, opera, recitals by poets/authors etc may be successful. One partner we spoke to found out which clients were keen gardeners (a surprising number actually) so a visit to the Chelsea Flower Show went down a treat. For foreign guests showing them around London is a good start - you could perhaps hire a pod on the London Eye with champagne and show them London by night. Another partner made a point of taking clients to charity balls/dinners. Client entertaining does come at the end (or in the middle) of a hard day but with about 20 firms chasing every client, it does seem to have become a part of life.

Vice-Chairwoman, Association of Women Solicitors -09 Feb 2007 | 23:03

It is clear that you are hard-working, ambitious and recognise that there are areas, as with all jobs, where certain requirements are necessary but also a bind. Whilst client contact/bonding is important, from what you have stated the general building blocks are in place for you to develop your career.What you should not do is get over-anxious about this matter. The advice posted already is clearly strong sound advice from experienced and wise practioners. What you should possibly consider concentrating on is individualism and not a single theme. Some clients do not like large gatherings; some like to express themselves in smaller groups or on a one to one basis.Why not consider the make up of your client base and in addition to some of the other recommenndations, which accomodate individual clients, look at something like at a fund raising quiz night, raising money for a good cause, such as breast cancer or diabetes etc? You could then take the opportunity to get client feedback.The thing to do is not be frightened to do/try something different - to coin an old arketing phrase why not "think outside the box"? Good luck and keep positive.

In-house lawyer -14 Feb 2007 | 09:00

This may sound sexist, but it's the truth. When law firms come to me to schmooze, I don't need female lawyers to like sports events or understand what the off-side trap is in football. I have bonded, and subsequently instructed, female lawyers based on their looks and presentation. If I met a female lawyer at a drinks party and she was pretty, enjoyable to talk with (flirting helps) and dressed well (smart sexy), that would do the trick for me. Forget the sports events, buy yourself a Chanel dress, go to the spa regularly and you're sorted.

Investment Banker -14 Feb 2007 | 17:41

Try raising your profile by writing for an appropriate journal which is likely to be read by possible new clients. Ignore the advice of investment bankers who are clearly still dragging their knuckles...

Sue -26 Feb 2007 | 07:23

My compnay, Pink Events (www.pinkevents.eu) was set up precisely for corporate women such as yourself. I host events for you and your clients which can be tailored to your specific needs and requirements. I found that there is little out there in the market to facilitate corporate women to have quality 'client bonding'.I have found that to date all my clients are from the legal sector - so clearly you are not alone on this subject.

Gillian Webb, Pink Events -12 Mar 2007 | 17:24

I agree with a previous post that 'some clients do not like large gatherings; some like to express themselves in smaller groups or on a one to one basis.'

Loreta -28 Jan 2009 | 15:57

"I may lack the necessary 'client bonding' skills. I am perhaps weak on is on the 'marketing' side and the building of new business." These are your two issues, you say. I show people how to network, help them 'bond' with people and 'market' themselves. It's all very simple. Be nice and friendly, be interested in others and yes, I am sorry you don't like sport, it will be a very big disadvantage, I'm afraid. When you show interest in others people will like you. Re: the marketing, think 'how can I help people who have a problem which they need to solve with my area of expertise' rather than, 'I need to get fees in.'When you sell yourself the work will come in; people buy people... all lawyers are the same when it comes to the opinions of the public. They buy you first. There are lots of women-only networking clubs, but my guess is they will talk sport too! Take a deep breath and go to lots of events to raise your visibility and practise your 'bonding' skills. Check out www.kintish.co.uk for lots of free info.

Kintish -17 Feb 2009 | 17:25