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How to Get & Keep Good Clients – CBA Report

Book Review: How to Get and Keep Good Clients, Global Third Edition

by Jay Foonberg

By Michael A. O’Hara

In 1968, Jay Foonberg wrote the book, How to Start and Build a Law Practice. “Big deal”, you say, “my practice is already built. What has he done for me lately?”

Do you value good clients? Jay Foonberg has written and re-written the book on How to Get and Keep Good Clients. This book could be just the thing you are looking for. First, it recognizes that not all clients are good. Foonberg maintains this is not his definition, it is yours, “A good client pays his bills to me so I can pay my office and personal bills.” Good clients are not always born. They can be made. You can make good clients out of some of the clients you have now. And, make better clients out of the good clients you have now.

“You don’t know my clients.” If you believe in personal accountability (and wish your clients had more of it), Foonberg can help you apply this virtue to your practice and yourself. This is the first step of being able to improve the clients in your base. You may never have seen your clients as co-dependent. But honestly, you know your clients and the way you communicate with them. It may be the way you have always communicated with clients. It may be that without realizing it, you have fostered bad habits in your clients.

How to Get and Keep Good Clients is a study in which Foonberg empowers you to realize you can do simple things to change: who your clients are; where your clients come from; how your clients pay you; how your clients feel about your services and your bill. Do you know how many of your clients come from old clients? How many come from other lawyers, friends, the Cincinnati Bar Association’s Lawyer Referral Service, your phone book listing, or your Website. Foonberg knows. He has made a serious study of where your next client is coming from.

“But I’m in-house counsel.” Foonberg has not forgotten you. But, he points out what you already know: it has never been more important for your client to be satisfied.

In How to Get and Keep Good Clients, Foonberg acknowledges marketing is not hard to do if someone else has to do it. Beyond that, Foonberg has made a study of improving your craft, making it as fun as can be. The book’s motto is, “If it’s fun it will get done.” His S.E.X. and upside-down pyramid of client recommendations are but two memorable examples. This book is so easily digested; you will not believe how much useful information it contains.

The opposite of frustration is satisfaction. If you have experienced frustration or uncertainty in your practice, your client base, the volumes of clients you have, or the way your clients have treated you, and your office staff, Foonberg has unbelievably simple remedies.

And if you have never experienced such frustration or uncertainty, I want to read your book.

Michael A. O’Hara has developed his own legal practice since 1994. He maintains membership in the Ohio, Kentucky, Federal Bar, and Federal Court of Claims and has offices in Florence, Ky., and the Fields-Ertel area. O’Hara practices civil and criminal litigation, and legal planning for business and families.