At what stage in your career do you start to put in work to build a client base? What are some top tips in doing this - are you trying to build individual friendships or discovering business needs?

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Um, your firms clients choose a firm due to the partners, not the paralegals. Just do good work for good partners.

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Agreed with A1. Try to get connected with good partners and get tied into their client base. Doing good work for those clients will result in repeat work for the same clients. Partners quickly build teams around certain clients.

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Immediately, but that doesn’t mean going out and picking up a 6+ figure book on day 1.

Instead, view your clients as the existing clients of the firm and do outstanding work for them. Those clients will either become your clients or they will leave their existing companies, etc., join others, and hire you and your firm down the road. You will quickly build a reputation and, if it’s good, the business will come.

You should also be working on your personal brand as soon as possible and always be looking for ways to start your own relationships with potential clients. It might take some time, but eventually, well-maintained relationships will turn into new business, especially as you become more experienced.

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