Category: Client Development

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Client Development

Know Your Snack Bracket

Cake and Pies on glass shelves.

One of my best clients was a very large privately owned corporation. I had a great relationship with Steve, the majority shareholder/CEO. Our firm was the ‘go-to’ corporate counsel for the company.

The first time that Steve’s company was looking to handle some acquisitions, the CEO asked me, “What is your snack bracket for this type of work?”  What he wanted to know was what size of deal we were comfortable handling. The answer at the time was deals of up to about $100,000,000. Beyond that a larger firm would better serve him.

read more about snack brackets “Know Your Snack Bracket”
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Client Development

Breaking Up Is (Not) Hard to Do

Man toppling boxes labeled "Break up, "Work,," "Deadline," "Anxiety," "Problems," and "Stress."
Photo by Shvets Production at Pexels.

Rob was one of my favourite clients. He had intellectually challenging work, treated my whole team respectfully, gave me reasonable deadlines, and promptly paid all of his bills without question.

Yet, there were lawyers in my firm who did not like working for Rob, who, being smart and creative, would frequently propose unusual business structures or litigation strategies and then insist that we convince him why they would not work.

Read More about working for the right clients “Breaking Up Is (Not) Hard to Do”
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Client Development

The Engagement Ring

An engagement ring on white silk cloth.
Photo by Solod Sha at Pexels.

The other day, my friend Martin, who was recently involuntarily retired from his law firm, was waxing eloquently, albeit somewhat sadly, on the topic of engagement rings and portable client bases. According to Martin there is a connection. Bear with me and I will try to explain.

read more about developing a portable client base “The Engagement Ring”
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Client Development

All Hail the Rain Makers

Man standing in the rain.
Photo by Aleksandar Pasaric at Pexels.

For today’s diatribe, we are going to need a definition of ‘success.’  Although the traditional definition which relates primarily to making a lot of money is deficient in more than a few ways, since it seems to be the standard used by so many in the legal profession, I am going to choose that one.

There are only three ways to make money in the legal profession.

read more about making money in the legal profession “All Hail the Rain Makers”
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Client Development

Murray’s Marketing Missives

A wall with vintage advertising signs on it including Coca-Cola, Sherwin Williams and Shell Oil.
Photo by Pixabay at Pexels.

  1. Give a damn about your clients. They will refer other clients to you.

2. Take your law school friends to lunch. They will be handing out work in a few years.

3. Hold your glass in your left hand when you are at a cocktail reception so your right hand won’t be clammy when you shake hands.

read more marketing missives “Murray’s Marketing Missives”
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Client Development

Stupid Talk

Instructor presenting to an audience.
Photo by Pavel Danilyuk at Pexels.

Lawyers (other than litigators, I suppose) don’t like public speaking much more than other people do, and most people rank public speaking as their greatest fear, just before death.

As best as I can tell, there are two potential audiences for lawyers to speak to. The first group is comprised of potential clients. The reason for speaking to them is obvious.

read more about speaking to drum up business and to other lawyers “Stupid Talk”
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Client Development

If You’re So Smart, Why Ain’t You Rich?

Female Professor with complicated scribbles on the blackboard.
Photo by Andrea Piacquadio at Pexels.

My father used to ask, “If you’re so smart, why ain’t you rich?” 

There are probably a million things that are wrong with that question, but his basic point is worth considering. He was asking why it is that some people believe that they know better concerning just about everything, but they do not generate any results from their supposed brilliance.

read more about why some intelligent lawyers are not good at bringing in clients “If You’re So Smart, Why Ain’t You Rich?”
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Client Development

Playing the Long Game

Female athlete doing the long jump.
Photo by Andrew Lomas at Pexels

Entrepreneurs should always aim to play the long game. Instant gratification cannot build a legacy. —  Andrena Sawyer, business consultant

Matt is a rather humble business owner. He recently told me that, “the thing about bringing more intelligent people into the room is that it is so easy for me.”

Matt is also a very successful business owner. He gets it. His goal is not to prove to the world how smart he is. It is to build a business that provides a great service and makes customers happy.

read more about playing the long game “Playing the Long Game”
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Client Development

Business Development Is Easy-Peasy

A hand about to push a red button marked "easy"

One of the most shocking things that young lawyers in private practice learn is that they are required to sell themselves. After all, if they wanted to be salespeople, they probably would not have gone to law school in the first place.

read more about why business development is easy-peasy “Business Development Is Easy-Peasy”
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Client Development

I Did it My Way

Welcome sign to Las Vegas, Nevada
Photo by Pixabay at Pexels.

Some lawyers are killing it marketing their practice through social media. Some are not. When it comes to marketing, there are different strokes for different folks. This is important for young lawyers to know, because they sometimes look at what the partners are doing to generate business and cannot see themselves doing those things. They do not understand that there is more than one way to win a client.

read more about different ways to market your legal practice “I Did it My Way”