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Blog post from February 9th, 2021

Client in the initial consultation | Expectations and practical tips


Your clients trust you with sensitive data and want to be able to rely on your competence and discretion. The first impression is made within a few moments - even before you enter into the technical conversation. For both types of collaboration – face-to-face and digital – there are different ways to convince your clients of your professionalism. 

Initial consultation in the office

Potential clients cannot initially classify your professional competence and use so-called substitute criteria to get an idea of you. At the top of the list is the visual appearance. Another crucial factor is a confident and professional appearance. Take time for your visitors and avoid outside interference. Make sure you plan your schedule realistically. Eye contact and a friendly smile are part of the greeting, as is casual small talk that doesn't cross any boundaries.

By conveying a positive attitude, you will also gain the trust of those you speak to. Meet your clients at eye level and explain the issues comprehensively but understandably. Ideally, you have professional presentation technology and can support your core statements with graphics or presentation slides.

Ask specific, open-ended questions to find out more about their expectations and wishes. In any case, the scope of services and the fee are topics that you should address yourself in order to create transparency.

The digital approach for the initial consultation

Digitalization is finding its way into tax offices not only because of the corona pandemic. No, this development is a determining factor for contemporary and future-oriented work. Although many clients value personal contact, the advantages of the digital solution cannot be denied.

You can make appointment requests promptly and also answer short questions via video call. Eye contact reveals more about the emotions of the other person than the nuances you perceive in a telephone conversation.

The visual impression is no less important. Basically, make sure you dress correctly and have a tidy and attractive background. Your client is important to you and has absolute priority during the conversation.

In addition to digital communication, processes have been established that represent a decisive advantage over traditional ways of working. The most important tool here is the questionnaire, which you send to potential clients electronically in advance. In this way, you receive all relevant key data and background information in advance and can prepare intensively for the initial meeting.

Among other things, you will find out which tools customers use for accounting, data transfer and data storage. In this way, you are able to present individual technical solution approaches in addition to technical information.

You can also answer numerous questions from your clients in advance. A meaningful brochure or presentation gives you the opportunity to convey information about the law firm and the team that goes beyond the website. In this way you signal to the other side that the first step towards cooperation has already been taken.

Digital collaboration in the tax office

The modern law firm relies on digital exchange of information and documents with clients in order to avoid frictional losses and duplicate work. Both sides benefit from the online availability of current data, which they can access at the same time. Intelligent cloud solutions enable automated accounting of business transactions using interfaces. But until then, your client needs expert support to optimize their own processes.


Even if you will be able to receive clients for initial consultations in your law firm in the foreseeable future, as in the old days, the digital trend is generally unstoppable. Acquiring customers is one thing. For long-term cooperation, it is important to be convincing both professionally and technically.


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