Have you ever asked yourself or your clients why they hired you rather than the many other good lawyers they could have chosen?

I had not given it too much thought until a lawyer I coached asked me.

What are the top 2 reasons you think that clients sought you out and retained you .

I recently gave a presentation  to lawyers in a firm titled: Client Development 2014 and Beyond. After I finished a lawyer who had just been promoted to partner came up and said:

The one part of practicing law I don’t like is marketing. I don’t want to feel like a “used car salesman” hustling someone

In a nutshell, client development is about becoming visible and credible to your target market and then about building trust based relationships. If you want to start becoming more visible and credible and build relationships with clients focus on seven important points.

  1. Client development is all about serving and caring for your clients, not about

When I coach lawyers, I urge them to offer something of value to a client at no charge. A construction lawyer I coach did that and spent a full day on three complicated construction projects his client was building. That time deepened the relationship with that client.

If you are looking for ideas on what