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Rainmakers

Oct. 26, 2007

Client Development Requires Day-to-Day Partnership

For all of the sophisticated theories of rainmaking out there, some simple truths abide. The most important of them may be that the single best way to become a great rainmaker is to be a good lawyer.

There are easy and hard ways to do things, and I tend to prefer the former. While I've done my share of traditional client development activities - such as responding to requests for proposals or having lunch with a client - I have always found the most effective means of developing business to be integrating it into everything I do as a lawyer.
      When I get a new client, I assume they'll be with me for a very long time. I try to learn about...

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