Client meetings are more than a calendar invite, they’re one of the best opportunities to build stronger relationships, show your value and get closer to the issues that matter most to your clients. Whether it’s your first meeting with a new contact or a regular check-in with a long-standing client, being prepared helps you stand out for the right reasons. This post breaks down a practical approach to making client meetings more meaningful and productive.

1. Get Clear on Why You’re Meeting

Don’t walk into the room just hoping for a good conversation, know what you’re aiming to accomplish. The best meetings are intentional and client focused. Start by keeping these four goals in mind:

  • Understand What Matters to the Client: Ask the right questions to get a handle on their top priorities and pain points.
  • Connect Legal Work to Business Goals: Show how your insights can move the business forward, not just keep it compliant.
  • Build the Relationship: Show that you’re listening, thinking ahead and genuinely invested in their success.
  • Set Clear Next Steps: Make sure the conversation leads somewhere. Identify action items and follow-ups so things don’t stall post-meeting.

2. Ask Better Questions

Skip the generic check-in questions and dig into topics that spark real dialogue. Here are some ideas to guide you:

Understanding Legal Pressures and Priorities

  • What legal or compliance issues are most pressing for your team right now?
  • Are there any risks or matters on the horizon for which you’re starting to plan?
  • How are shifting regulations or enforcement trends impacting your day-to-day operations?
  • Where do you feel your legal resources – internal or external – are stretched the most?

Connecting Legal Work to Business Strategy

  • What are the biggest business goals your team is focused on this year, and how can legal support those?
  • Are there any planned transactions, expansions or initiatives where early legal input would help?
  • Where do you see legal playing more of a strategic role versus a reactive one?
  • Looking back on recent deals or projects, what could have gone more smoothly from a legal perspective?

Improving Outside Counsel Relationships

  • When you think about great relationships with outside counsel, what stands out to you?
  • Are there areas where your current firms aren’t quite meeting expectations?
  • How do you prefer outside counsel to communicate especially when issues are evolving quickly?
  • What could we be doing to stay ahead of your needs instead of just responding to them?

Spotting Opportunities in Innovation and Risk

  • How are you navigating legal questions related to AI, automation or new tech your company is adopting?
  • What’s your approach to managing cybersecurity and data privacy risks across the business?
  • Are there industry-specific regulations or policy shifts you’re closely watching?
  • As your company innovates, where do you need legal to evolve or keep pace?

Bonus Questions That Build Relationships and Reveal Gaps

  • Are there internal projects or teams that could use more legal guidance but aren’t getting it yet?
  • Is there a part of your role that’s becoming more complex or harder to manage?
  • What kind of support would make your job easier right now?
  • Are there ways we can bring more value without waiting for a specific matter to land on your desk?

3. Know What Not to Say

It’s easy to accidentally ask something that puts a client on the defensive. Be mindful of these areas:

  • Ongoing legal issues: Don’t push for updates on investigations or litigation unless they bring it up.
  • Competitor gossip: Avoid making comparisons to competitors; stick to broader trends.
  • Org chart assumptions: Don’t suggest how their legal team should be structured unless they ask for input.
  • Regulatory speculation: Avoid implying scrutiny or risk unless they open that door first.

4. Simple Habits That Lead to Better Meetings

  • Listen actively: Don’t just nod. Ask thoughtful follow-ups to show you’re paying attention.
  • Do your homework: Know the client’s business and what’s happening in their world.
  • Show up curious: Be open to where the conversation goes, even if it’s not what you expected.
  • End with clarity: Wrap up with clear next steps and who’s doing what.
  • Be human: Approach the conversation with empathy, not just expertise.

5. Quick Checklist: Before & After the Meeting

Look up recent news about the client and their industry.

  • Prep 3-4 smart, open-ended questions.
  • Block time after the meeting to follow up.
  • Take notes and summarize the key takeaways before you forget.
  • Send a brief recap with action items within 24 hours.
  • Check in periodically, even when you’re not billing time. That’s how relationships grow.

6. What to Do After the Meeting

The conversation doesn’t end when the meeting does. How you follow up can reinforce your value, build trust and move things forward.

  • Send a recap. Within 24 hours, send a brief email that summarizes what was discussed, outlines action items, and confirms next steps. Keep it clear and easy to scan.
  • Follow through. If you said you would share something, make an introduction, or look into an issue, do it promptly. Reliability builds confidence.
  • Add value. Share a relevant article, legal update or resource that connects to what you discussed. This shows you’re thinking ahead and staying engaged with their business.
  • Take internal notes. Record the client’s priorities, key concerns and any specific preferences. This helps ensure consistency across your team and better preparation next time.
  • Stay visible. Don’t wait until the next big ask to reach out. A quick check-in, sharing a useful resource or extending an invite to a firm event can help keep the relationship active.

Make Every Meeting Count

The most successful client meetings aren’t just about covering a checklist, they’re about making meaningful connections, showing up prepared, and being someone the client wants to work with again. When you ask better questions, listen more than you talk and follow up thoughtfully, you position yourself as more than just legal counsel. You become a trusted advisor.

And that’s what clients remember. Not just how much you know, but how well you understood what they needed.

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