Saturday, September 12, 2020

10 Days To Launch Your Client Development Efforts Day 9

Developing the Next Generation of Rainmakers 10 Days to Launch Your Client Development Efforts: Day 9 On Day 9, I want to you to think about your friends who work for companies you would like to have as a client. Let’s explore what you can do. Become The Second Lawyer Focus on building the relationship and being the second lawyer or firm. Lawyers and law firms have conflicts or may not handle a particular type of matter. If you can get the opportunity to “show your stuff” in one of those situations, you will have a great opportunity. Become The Subject Matter Expert A second strategy is to become the “go-to” leading expert in something her company needs. Clients have outside lawyers and law firms, but they may be more a generalist. You can get the opportunity to work with one of those companies, when you are widely considered the “go to lawyer” in a specific area, or if you are an industry expert. Add Value The Other Firm Is Not Providing A third strategy is to find a way to add value that is beyond just the legal work. You can only achieve this by knowing a great deal about the companies and asking great questions to learn what is going on with the company. A litigator I coached was with a friend who owned an oil field business. By asking questions, the litigator learned that the friend was acquiring a business and was having trouble getting the financing. The litigator offered to have his corporate/finance partners look into getting the financing. A month later the friend had the financing and the law firm had a new client. I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.

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