You have heard me talk about building your brand.

What does that mean?

In 2016, it’s not what you know, it’s not who you know. It’s who knows what you know. The goal of client development is to increase the number of influencers who know what you know and recommend you to potential clients.

In my career, I wanted to be known as the go-to lawyer for highway and bridge contractors. Every major new client/matter came to me because an influencer recommended me. I worked hard to become known by those influencers.

I coached Shawn Tuma several years ago and continue to work with him and share ideas. Recently he sent me a video from a presentation he recently gave that captured what I have been suggesting in my coaching.

Take 5 minutes and watch.