Paul Bolus was quoted in a Law360 article entitled “The Question You Should Ask Every Prospective Client,” exploring the most important questions to ask potential clients in pitch meetings.
“The key question to ask is: 'What does the client want?' Too often attorneys go into a pitch thinking they know the answers and focus on providing what they believe the client wants to hear,” said Bolus. “If you go into a pitch willing to ask the client what they want and listen carefully to the client, you can tailor your 'pitch' to what the client tells you they are most interested in—be that rates, [alternative fee arrangements], experience or bench strength. Ideally, if you can ask this question before the pitch, that is even better.”
Read the complete collection of top questions attorneys ask prospective clients in the Law360 article.