Paying Attention to Relationships Will Pay Big Dividends

If you have a lot of work on your plate, it is easy to become a slave to the billable hour. If you are at a large firm, that’s probably what you are being told to do. But increasingly, success in the legal profession means having the ability to generate work and the best place to look for work in the future is by keeping up the relationship with existing clients today.

Of course you have to be sensitive to politics. If the client sends work to the firm because of a strong relationship with a partner, be careful about working too hard at cultivating the relationship. On the other hand, if you have become the primary client contact, there is nothing wrong with showing the client some appreciation through meals, sporting events or whatever seems appropriate. Even if the partner will “own” the relationship forever, if you do a good job for the client, you may be able to generate referrals.

For a good article on the subject, click here and wherever you see the word “consultant”, insert the word “lawyer”.

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