When you were a young lawyer in your firm, were you told not to worry about client development? If so, you are not alone. Many lawyers I meet were told not to worry about client development, only later to be judged on whether they had generated any new clients or expanded business with existing clients.

I was told not to worry about client development, but I quickly figured out that was bad advice.If you are a regular reader, you know that in 1978, I began my quest to build a practice representing highway and bridge construction contractors. I remember working hard and getting no results for the first two years.

I was reminded of my early experience a few days ago when I saw this Daniel Pink Blog post: This might be the best 11 minutes you’ll spend today and watched the 11 minute video about Caine’s Arcade. I have to confess, there were tears in my eyes. I was inspired by Caine and I think you will be also. You can watch from Daniel Pink’s blog or from the video link below. After watching the video, read Seth Godin’s blog: Lessons from Caine’s Arcade. Also, read the Forbes article: Three Economic Lessons Of Caine’s Arcade.

Four lessons for lawyers I see from Caine’s Arcade:

  1. Becoming visible and credible to your potential clients, takes time and sometimes some luck
  2. Be creative in making yourself valuable to clients
  3. Persist until you succeed
  4. One highly satisfied client will tell many other potential clients about you

I am sure there are more. Will you share lessons you see for lawyers?