I am starting at a new firm as a partner where there is a great deal of emphasis on client development. Its a long story but I do not have much experience developing a book of business. I know you have done posts on networking but I don’t recall seeing anything related specifically to client development. Any tips on what to do differently in terms of networking when you are specifically seeking business and not just changing jobs? How do you “pitch” to a potential client? How do you even get your foot in the door to deliver a “pitch”? Thanks!
Congratulations, S! I have almost no familiarity with this myself (at least in the non-blogger capacity), so I thought I’d poke around the web. I’d guess your BEST bet would be finding a mentor or two among the partners at your own firm. Keep in mind that what you’re looking for here isn’t necessarily someone whose practice is identical to yours (or what you want it to be) — in fact, they may see you as competition. Instead, look for someone whose personality and style is similar to yours. What works for an extrovert will not be the same for an introvert! I’m curious to hear what readers say, but here are some great tips from the web: [Read more...]