Allowing the client access to such a database gives the client a feeling of being part of the team. Clearly, for this concept to work the database and access rights needs to be tailored to the individual needs and desires of the client. It is helpful to have members of the firm who have not been involved in the preparation of the presentation come in to play the role of the company's officers. This is important because the presentation should not be a static talking head, one way flow of information. Rather, the successful presentation will create a dialog between the presenters and the client's representatives.
Lawyers frequently worry about creating presentations which are too slick.
However, the average business client is used to giving and receiving presentations which make full use of available high-tech multimedia capabilities. It makes sense then to use the methods of communication which the client is used to and not worry about being too slick. The presentation should leave the client feeling that they have participated with the firm in arriving at workable solutions to the client's legal problems. Conclusion Today's technology can not only provide the means in which the firm can produce work products, track expenses and prepare client bills, but it can also allow the firm to differentiate itself from the competition, provide tailored solutions to the client's legal needs, improve the flow of communication between the client and firm and increase the profitability by using technology in their marketing efforts. Copyright , 1996-2000, The WJF Institute.