November 2020 Bar Bulletin
By Jessica Roberts
New attorneys often fear the black box that is client development. How do you recruit clients without appearing pushy or blatantly self-serving? Additionally, client development may require public speaking — a common phobia in even the most proficient practitioners.
As a former small-business owner, I have experimented with several approaches for recruiting and retaining clients. Whether you practice solo or work for a major firm, think of yourself as a business owner. By playing an active role in client development, you get to set the course for the projects (and personalities) to which you devote your career. Here are...