A senior lawyer asked me to boil client development down into a bullet point list of no more than 10 suggestions. I confess it’s hard to pick a Top 10, but here are the 10 that first came to my mind.

  1. Client development has changed. It is more focused than ever on the client and

I believe clients want their lawyers to have charisma.

That thought scares many lawyers, especially those who are introverted. I think those intimidated by the idea have a mistaken notion of what Charisma actually is. It is not necessarily having the gift of gab. It is more focused on exuding confidence, being open and listening