TRP 176: Adding Value Beyond the Billable Hour With Jay Harrington and Tom Nixon

In this episode of The Rainmaking Podcast, host Scott Love speaks with Jay Harrington and Tom Nixon, co-hosts of The Thought Leadership Project Podcast, about the crucial topic of adding value beyond the billable hour. Jay and Tom, both experts in the legal industry, share strategies for professionals looking to deepen client relationships and sustain long-term business growth. They emphasize that success in professional services goes beyond delivering billable work; it’s about building trust, understanding clients’ evolving needs, and providing consistent value over time. By proactively engaging with clients, learning their businesses, and becoming indispensable advisors, professionals can ensure client loyalty even in competitive markets.

Key topics include developing a deep understanding of clients’ business objectives, conducting regular business reviews, and segmenting clients to prioritize relationship-building efforts. Jay and Tom also highlight the importance of creating key contact lists for personalized outreach, implementing systematic processes for client engagement, and leveraging thought leadership content to maintain visibility. They discuss practical tactics such as in-person meetings, hosting webinars, providing tailored insights, and making strategic introductions. Additionally, the conversation covers gamifying business development activities to encourage consistent outreach and using marketing tools to scale relationship-building efforts. This episode provides actionable strategies for professionals aiming to enhance client retention and grow their practice by delivering value beyond the traditional billable hour.

Visit: https://therainmakingpodcast.com/

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Jay Harrington and Tom Nixon produce the Thought Leadership Project Podcast: https://www.hcommunications.biz/thethoughtleadershipproject

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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:

https://www.leopardsolutions.com/index.php/request-a-demo/

Links:

Tom Nixon: https://www.linkedin.com/in/tnixon16/

Jay Harrington: https://www.linkedin.com/in/jayharrington/

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