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Welcome to the LSSO Review We also provide information about what you can do at the end of the matter, a prime time for business development. Have you subscribed to our free newsletter, LSSO Review? Take a moment to provide your email address. Join LSSO by December 31 and pay no initiation fee! ARTICLES THIS ISSUE Do Clients Buy the Law Firm or the Lawyer?
So it is with the classic "do they buy the professional or the firm" question. Most (though not all) clients are inclined at first inclination to say they buy the lawyer. After further reflection, most then say they do both—in different ways, for different reasons, under different circumstances. Read Charlie Green’s article for an explanation of the "depends" clause. The End is Only the Beginning
"However, the end of a transaction is one of the most opportune times to keep the dialog open with a client and identify future revenue potential." More...
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"There
are certain questions, which are commonly asked as if they had only either/or
answers. Some of these questions are better answered with "it depends"—as
long as we're clear about on what it depends. 
“A
client matter has come to a close. As an attorney prepares the file to
eventually be archived and placed in storage, all too often he/she will
begin to focus on wrapping up the next matter on his/her desk. 
