I was interviewed by Grant Cameron at The Lawyers Weekly about the challenge of finding the ideal client, a process that begins long before you begin advertising. Here is a short excerpt:
...“Twenty per cent of the files that you’ve worked on probably represent 80 per cent of your profit or the strategic type of work that you want. You have to find that 20 per cent. That’s where you start.”
Bekhor, who works with small to mid-sized law, accounting and other firms, says once partners have identified the types of clients they want, they have to mine deeper and ask why they prefer those files...
- Sandra Bekhor, Toronto
President, Bekhor Management
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