Yesterday, while I was in Atlanta, I made presentations to both junior associates and senior associates in a law firm. On Tuesday I wrote What Should Junior Associates Learn about Client Development? The meat of my post was actually in the video and presentation slides.

What should senior associates focus on? Again, the meat of my post will be in the video and presentation materials. I encourage you to watch the short video and open the presentation slides and go through them.

The starting point for senior associates should be to decide what they want to do with their career long term. I tell lawyers to think about their talent, passion and a client need. That will help them determine their long term goals.

Once senior associates know what they want to do, they should decide who is their target market and begin to become visible and credible to their target market. I share ideas on how to do that here.

My presentation yesterday was an updated version of Client Development in a Nutshell: What You Need to Learn and Practice for Long Term Success. As you will see, my presentation focuses on three main points:

  1. Planning and Using Time Wisely
  2. Visibility and Credibility
  3. Relationships and Getting Hired

I love coaching senior associates because they see possibilities in client development and work on them. If you are a senior associate, you are at a very important and exciting time of your career. It is time to take it to the next level. I hope the ideas here and in the linked presentation will help you do it. Let me hear from you if you have any questions.