Client Development Work On Your Credibility

Developing the Next Generation of Rainmakers Client Development: Work on Your Credibility Seth Godin recently posted:  Not enough ‘if’ or not enough ‘then’?  Take a look at it. How does it apply to you? Lawyers rarely have an ‘if” problem, because when clients need a lawyers help, they need the help. But, lawyers frequently have a ‘then’ problem. You must demonstrate to your potential clients that ‘you’ are the lawyer they should hire. How can you do that? I have written many times that you should understand your clients’ business and industry. Your potential clients rarely know whether you are a top notch lawyer, but they always know if you understand their business and industry.   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.