How does a junior service partner with no social network and poor networking skills get their own clients?

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Inherit when the relationship partner retires

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They don't. They just stay a service partner.

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The best business development advice I got was to “network” by spending time with people you genuinely like, doing things that are comfortable for you. The genuine nature of the relationship will come across as authentic. Plus, people really love being told that you genuinely enjoy their company. So I don’t take clients out to sports events (since I’m not a sports gal), but I do get to go explore new food places with people all the time.

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Thanks!

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Make yourself indispensable to the existing client or clients over time (preferably the biggest ones) and then begin to start demanding origination credit. Maybe you get push back but it’s certainly a way to negotiate an increase in pay. You have to put yourself in a position for equity partners/management to really consider what would happen to their books (they aren’t that valuable if no one services them or they struggle to staff matters with quality attorneys) if you walked out the door.

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You can also try writing (blogs, articles, LinkedIn posts) and speaking (conferences/firm-sponsored events) to become a thought leader in your practice area

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There are ways, but it's mostly about putting yourself out there. That takes courage and resolve. And I don't like the term 'poor networking skills.'

For me, it's just been about being a bit more forward. It's not easy, but being willing to enter a conversation and introduce yourself goes far.

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Thanks!

As a 15th yr associate (first 7 were wasted) right there with you. I don't want to do those things. I don't enjoy them. I forced myself to join a networking group and it has resulted in some business but not much and not the type I really need (HNW people who need estate planning or administration work). But my firm doesn't care that I don't because they appreciate my work and I get consistent raises (although starting from low baseline - see wasted first 7 years). Service partner is where I see myself but don't know if current firm has that option.

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A2 - Honestly very few people are “stand in a crowded room where I know nobody and sip a cocktail I didn’t want while making awkward small talk” kind of folks. What do you like doing, and where might that intersect with other professionals who service HNW individuals (CPAs, divorce attorneys, maybe personal bankers, design professionals who do custom work, etc?)

Thanks, A2.

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