7 Steps to Great Relationships with Clients of Different Generations
Gengagement: A Multigenerational Approach to Engagement and Retention
Click on the link to view the Article online in Law Practice Magazine.
In any sizable firm, successful sustainable business development is not reserved for the lone rainmaker or even a lone generation. Client relationships are too valuable to be based solely on one individual, one level of seniority or one age cohort.
Differences in generational perspectives can bring frustrations, resentments, inefficiencies and threaten professionalism (“collidescope”) – but don’t have to. Handled positively, differences can produce great creativity (kaleidoscope) with productive, engaging, harmonious, career enhancing outcomes. I suggest we pursue sustainable professionalism within a flexible framework that still upholds ethical values. Our model must be dynamic to adjust to changing styles of competency models and leadership that appropriately suit each generation and foster collaboration.
It happens every time we have a "recession" or economic turndown. But this time it is more daunting not only given the severity of the economic situation, but also given the demographic realities. The talent crunch when the economy turns up and firms are hiring again will be magnified because so many Boomers are approaching the age when they will "retire" from current positions - voluntarily or involuntarily.