Client Development: Five Succinct But Important Points

Originally published by Cordell Parvin.

Client development is all about being found when a client needs a lawyer and all about building trust based relationships.

If you want to start building a reputation and building relationships with clients focus on five important points. I know, I’ve made all of these points many times over the last 11 years. But, maybe I have not made them this succinctly.

1. Client development is not about “selling.” It’s all about positioning yourself to be found when your clients need a lawyer, and then providing exceptional service.
2. You will not develop client relationships merely by being a highly skilled lawyer and doing quality work. It is a necessity but only a starting point. Being a highly skilled lawyer is merely the price you pay to get in the game.
3. Client development is not about what you do, it’s about what your clients need. Find ways to learn what they need and put the work you do in that context.
4. Strive to differentiate yourself from your competitors. One way is to anticipate a potential problem or opportunity before other lawyers see it.
5. Better yet, identify and provide solutions to problems before the client realizes there is a problem. That will do more to build a lasting relationship than almost anything you can do.

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