Good communication in business services firms can make or break a sale. When you market your company and services, the only thing a prospective client cares about is what you will be able to do for them. Clearly communicating that with them isn’t as simple as displaying a list of services. It involves give and take and a thorough understanding of the prospects in your marketplace.To apply the principles of good communication, you can start by learning as much as you can about your prospects. Understand their desires and their pain. Identify their needs and prepare for your meetings accordingly.You can anticipate generic problems that your prospect might have, not just company specific ones or problems inherent in the industry. Your client expects you to be ahead of that curve. If you are pitching a new service to an existing client, can you communicate how you might help the customer become an internal problem-solver or address pandemic challenges. You can actually help transform your client’s liability into an asset through quality communication.In some industries clients might be afraid that they’re not working with the newest equipment, or perhaps they feel they can’t increase product production speed and efficiency. Another fear that clients experience is the fear of lagging behind, not being able to match their competitors or serve their customers with the best products or services. There could be a fear that they won’t be able to apply state-of-the-art information systems, improve client communications, or have a market-savvy web site. These fears can be allayed by offering the value of your perspective along with open, clear communication.Another difficulty common in sales situations may be the need to overcome hidden decision making. This is an excellent example of the need for communication in business services firms. A firm’s strategy must include a systematic approach to finding out what the decision makers won’t reveal on their own. Do you know who is the real buyer of the service or product you are selling? Who is the real user? When are the decision maker and the person the company sent to the sales meeting actually the same person? Having clear communication with your sales team and with your prospects will alleviate the tangle that can result from the absence of this information.The way you sell products and services should directly reflect the way you work internally. Where it’s appropriate, you may want to propose regular meetings with your team and include budget reviews as items on the agenda. Likewise, you’ll want to make the buyer feel just how assiduous you are in keeping them aware of what is happening and how much it is costing. This level of communication is uncommon in business services firms, but it can make or break the future of your client relationships. Your investment in communication will translate directly to your bottom line.
Although you may think law is a dry subject, it deeply influences culture. Culture can be defined as a way of life, and what good is it if we do not have the freedom to live safely? Laws protect our fundamental rights, and enable us to pursue our goals. Conversely, norms held dear by a culture influence the laws set by the members of the community. Technological advancements also influence culture, and laws need to be modified accordingly. According to the American Association of Matrimonial Lawyers Facebook is to blame for one out of five divorces in the United States. In court, flirty emails and messages sent on Facebook can be used against you.In a democracy, laws are decided by the legislature, which is elected by the people. If the people voice their displeasure regarding a particular law, the legislature’s members should take it up. The judiciary is independent, so that if the legislature is at fault, it can be penalized. The right of a citizen to appeal the court’s decision also influences our notions of how free we are.A liberal culture can only claim to be liberal if laws do not differentiate between people on the basis of race, class, and gender. Protesters down the ages have ensured that today we can live in a culture of transparency.Although law is precise, and culture is felt rather than described, the two are inter-related. Voting, discussion of politics, and cultural practices all help in refining the legal system and changing outmoded cultural practices.Although the law holds all men and women to be equal, in practice it is often found that men draw a higher wage than women for the same work. Only through incessant campaigning, publicity, and legal steps can this anomaly be resolved.Racial discrimination was rampant earlier. Although legally employers cannot discriminate on the basis of race, some still do so in practice. Only if citizens make the effort to stand up for their rights will matters change further.Class barriers often prevent the poor from fighting the rich in courts. Culturally too, the rich are often accorded more respect. By pointing out discriminatory practices, debating, and educating people on these issues, permanent change can result.Educational institutions are often leaders of change in law and culture. Law students should think about issues relating to justice, freedom, and culture. By discussing these topics among themselves, their teachers, and other citizens, they can organize poplar opinion around issues of the hour.It is important to sensitize yourself on topics relating to law and culture. Only then can you prepare future generations for change required in the system.