Client Development: Where to Start

Originally published by Cordell Parvin.

I was once asked to speak to newly promoted partners in an entrepreneurial law firm. Those new partners were expected to generate their own business over time.

I started by sharing with the group where to start. In their handout, I included this list:

1. Define your target market.
2. Decide what you want your target market to hire you to do.
3. Identify potential clients’ targets problems, opportunities and changes.
4. Draw clients, targets to you by identifying problems and providing creative solutions.
5. Become visible and credible to your target market.
6. Become visible and credible by adding value.
7. Join, lead, and speak at client organizations.
8. Determine your best referral sources. .

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