Meeting New People And Then Treating Them Right
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Meeting New People and Then TREATING THEM RIGHT WITH HELP FROM HIS TAB BOARD, A NEW YORK ATTORNEY AND HIS LAW firm grow considerably from where they started in the early 90s. “Our firm is a great place to work,” says Glenn Franklin, a co-founder and the managing partner at…
Meeting New People and Then TREATING THEM RIGHT
WITH HELP FROM HIS TAB BOARD, A NEW YORK ATTORNEY AND HIS LAW firm grow considerably from where they started in the early 90s.
“Our firm is a great place to work,” says Glenn Franklin, a co-founder and the managing partner at Franklin, Gringer & Cohen in Garden City, New York. “PEOPLE ARE GIVEN RESPONSIBILITY AND AUTONOMY, and don’t have to worry about expressing their ideas. There’s a lot of flexibility, especially with the younger attorneys. They get to deal with clients on a day-to-day basis; they’re not stuck in a room somewhere doing research. Plus, it’s a congenial atmosphere.”
Glenn opened his law firm in 1992 with several loyal clients who already used his services. Many of Although he’s naturally adept at making contacts these became long-term clients, and their positive with people from a variety of industries, he credits recommendations brought in new business. Now his fellow TAB Members for giving him additional with nine attorneys and three support staff, ideas for networking and garnering referrals. Glenn’s firm has an AV rating and earns more than $3.5 million per year. The firm specializes in several areas including labor and employment, business, “TAB has been tremendous and has real estate, matrimonial law and personal injury. contributed greatly to our success,” he says. “I’ve been a Member since 2004, and the firm’s revenue has at least doubled [in those first few years with TAB].” He also credits his TAB Board for helping him make the decision to open a second office and expand his firm into New York City. “While everybody seems to be shrinking and having less space, we’ve actually increased our number of offices,” he says.
THE POWER OF AN OUTSIDE OPINION
MEETING NEW PEOPLE AND THEN The TAB meetings are a “breath of fresh air,” he says, TREATING THEM RIGHT and have helped him think outside the box about a variety of issues from collections to marketing Glenn believes the key to his firm’s success has to partnerships. “I recently had a situation with an been networking. “I’m a big believer in the adage, ‘it’s existing client that had new ownership. I was able better to give than receive.’ When I meet someone to brainstorm with my TAB Members about ways to new, I try to find out about them, really listen to make everyone comfortable during that transition. what their issues are.” The resulting rapport, he says, It’s so powerful to have a place to turn to discuss the leads to a trust factor that has enabled him to bring difficult aspects of client relationships and retention.” in new clients and even to grow the business during difficult times. The fact that other Board Members freely share their advice without expecting anything in return When it comes to keeping clients happy, Glenn is something that Glenn especially appreciates, adheres to the golden rule—treat people the way you and he’s not shy about spreading the word. “I’ve want to be treated. Because his clients often have recommended at least 15 people to join TAB, and time-sensitive issues, he prides himself on returning they have found it to be an exciting prospect and phone calls and emails quickly, regardless of the size their businesses have grown. TAB has been great of the organization or the size of the retainer. for me, and I’m really honored to be part of the organization.”
TheAlternativeBoard.com
Source: The Alternative Board