I think I can help you develop business by giving you a short exercise to do. Can you spend about 30 minutes doing this? If so, answer these 6 questions:

  1. Do you think it is easier to get clients to hire you who have a legal matter right now or clients who do not have a legal problem right now? Why do you think it is easier to get business from the group you selected? What do you think is the most important thing you can do to get business with each group?
  2. I believe we have gone through four eras of client development in my career. The first was just do good work. The second was brochures and newsletters. The third was websites and branding slogans. The most recent is creating ideas your clients find to remarkable. What are examples of remarkable ideas that will bring clients to you or your firm?
  3. What problems, opportunities or changes do your potential clients face and what unique solution does your firm offer clients? What unique solution do you offer? Why should a new client hire your firm? Why should they hire you?
  4. Where are your clients hanging out? What industry associations do they participate in? What do they read? Are they on social media sites?
  5. Suppose you are making a presentation to a group of potential clients and your goal is to have them ultimately hire you. What are the most important things you can do before, during, and after the presentation?
  6. Finally, based on your thinking of the above questions, what is the one thing you can do in 2012 you are not doing now that will generate the most business in the long term?