In this episode, Steve Fretzin and Jody Glidden discuss:

• The evolution and growing impact of AI in professional services
• Challenges lawyers face in client relationship management
• The limitations and future of traditional CRMs
• Strategies for maintaining and expanding client relationships

Key Takeaways:

• 43% of clients leave law firms not because of service quality but due to poor communication and lack of follow-up.
• AI-powered tools like Postilize can monitor relationship gaps and generate personalized outreach suggestions for lawyers to approve and send.
• Keeping in touch with clients through relevant life or business events — like promotions, layoffs, or funding rounds — can significantly boost retention and trust.
• Many lawyers miss business opportunities by failing to engage multiple contacts ("multi-threading") within a client’s organization, risking total loss when one contact departs.

"If you can ever move [a relationship] to personal, I think then you’ve probably got them for life." —  Jody Glidden

Got a challenge growing your law practice? Email me at [email protected] with your toughest question, and I'll answer it live on the show—anonymously, just using your first name!

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Rainmakers Roundtable: https://www.fretzin.com/lawyer-coaching-and-training/peer-advisory-groups/
 

Episode References: 

Atomic Habits by James Clear: https://www.amazon.com/Atomic-Habits-Proven-Build-Break/dp/0735211299

About Jody Glidden: Jody Glidden is a seasoned entrepreneur, AI innovator, and the driving force behind Postilize, an AI-powered business development platform for professional services firms. With over two decades in tech, he's best known as the founder of Introhive, which he scaled to a $500 million valuation, delivering 40x returns for early investors. Under his leadership, Introhive grew to over 250,000 users at firms like PwC, Deloitte, DLA Piper, and Baker McKenzie. At Postilize, Jody applies his expertise in CRM, ERM, and AI automation to tackle challenges like missing relationship data, manual processes, and inconsistent client engagement. He integrates Generative AI and real-time event detection to craft personalized outreach and drive scalable relationship management, retention, and client acquisition.

Connect with Jody Glidden:  

Website: https://www.postilize.com

Email: [email protected]

LinkedIn: https://www.linkedin.com/in/jodyglidden/ & https://www.linkedin.com/company/postilize/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911
 

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