Marketing Anticipate Your Clients Needs

Developing the Next Generation of Rainmakers Marketing: Anticipate Your Clients’ Needs Our clients expect us to understand their industry, their business strategy and them. In his book “A Whole New Mind” Daniel Pink includes a chapter titled: “Symphony.” He describes symphony as “the ability to put together the pieces. It is the capacity to synthesize rather than analyze; to see relationships between seemingly unrelated fields; to detect broad patterns rather than to deliver specific answers; and to invent something new by combining elements nobody else thought to pair.” Daniel Pink suggests that one of the best ways to develop this skill is to learn how to draw. Pink went to a class based on Betty Edwards book “Drawing on the Right Side of the Brain.” It turns out that drawing classes are not about learning to draw but rather about learning to see relationships. That is a skill lawyers must have. Last week I got an email from the Texas Construction Insider. The email had some of stories you can find on their website. If I were still practicing construction law, I would see stories there that I know will create legal issues my clients should learn from me. There is a story about a $4 Billion Freeway Project right here in Dallas. My clients are likely to be subcontractors to the Spanish firm the Texas Transportation Commission has conditionally awarded the contract to finance, design, construct, operate and maintain the $4-billion, 13-mile LBJ-635 corridor in Dallas. I believe I could help them understand the risks in that contract that might be passed down to them. I could prepare a Risk Management Guide. Would you like to practice seeing future legal issues for your clients? If so, here is your assignment: A couple of days after the election, the Wall Street Journal published an article suggesting what would change with the new administration. I saw it right away because I have the Wall Street Journal in my iGoogle News page. Make a list of all the potential new legal issues you see and share it with me, I will let you know the ones I found.   I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.