Home Management Sorting Your Clients
into Rankings that Matter
Sorting Your Clients into Rankings that Matter

Sorting Your Clients
into Rankings that Matter


—The Pareto principle applies to your law practice: —80% of your profit is earned from 20% of your clients, —and 20% of your clients are responsible for 80% of your headaches. Therefore it makes to review all of your files and to give each client a letter grade according to 8 criteria:

  1. Case value
  2. Capabilities
  3. Urgency
  4. Choice of lawyer
  5. Ability to pay
  6. Takes direction
  7. Referral source
  8. Likeability


Here is a short guide.


“A” Clients say:

  1. Case value: I have up to $100,000 in provable damages.
  2. Capabilities: I am your target client.
  3. Urgency: I want to deal with my legal matter right now.
  4. Choice of lawyer: I want you to handle my legal matter.
  5. Ability to pay: I have the cash or credit to pay for a lawyer.
  6. Takes direction: I will do whatever you recommend and never complain.
  7. Referral source: I will recommend you to all my friends and contacts without prompting.
  8. Likeability: I’ll brighten your day every time you hear or see me.


“B” Clients say:

  1. I have $50,000 to $10,000 in provable damages.
  2. I need help in an areas where the firm has experience.
  3. I am deciding whether to deal with my legal matter.
  4. I want your firm to handle my legal matter. I need to be convinced about you.
  5. I am looking to get my legal matter handled as cheaply as possible.
  6. I want you to recommend options for me to consider.
  7. I will mention you if you beat my expectations.
  8. I am pleasant, businesslike and easy to work with.


“C” Clients say:

  1. I may have $5,000 in damages but the evidence is uncertain.
  2. I have a problem you can probably figure out.
  3. I’m deciding whether to get around to dealing with my legal matter.
  4. I’m shopping for a law firm. You’re No. 3 for today.
  5. I need you to finance my case.
  6. I’ll won’t take your recommendations until I double-check them with my friends and the Web.
  7. I don’t want anyone to ever know I had a legal problem, so I won’t refer you.
  8. You can find a way to tolerate me.


“D” Clients.

There are no D clients. Anything less than a “C” is an “F.”


Larry Bodine on EmailLarry Bodine on LinkedinLarry Bodine on Twitter
Larry Bodine
Larry Bodine
Larry Bodine is the Senior Legal Marketing Strategist for LawLytics legal marketing in Tucson, Arizona.


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