Cordell Parvin Blog Developing the Next Generation of Rainmakers

Client Development: 5 Key Points

Posted in Client Development
  1. More often than not, clients hire lawyers rather than law firms.
  2. Client development is about building your profile and building relationships.
  3. You will be considered by a new client if they have seen you in action, have received a recommendation or read something you have written or watched you make a presentation.
  4.  The recommendations, more often than not, will come from “weak ties.”
  5. You will get hired if the client believes she can trust you to handle the client matter and feels she has rapport with you.

If I have convinced you these are key points, then:

  1. What are you doing to raise your profile?
  2. What are you doing to build relationships with contacts?
  3. What is your plan to build trust and rapport with potential clients?