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1. Inherit a book from a retiring or existing partner
2. Build relationships with your counterparts at the client and when they get more senior and move on, they’ll seek you out (or vice versa)
3. Attend industry conferences (where both lawyers and non lawyers attend) and build mutual relationships with the people you meet there
4. Contribute to legal conferences and establish yourself as a thought leader in a particular area, which could result in client referrals from colleagues
Key word here is “Build Relationships”. This can be done early just by meeting people. Even if you don’t have anything to offer at the moment.
4th year at biglaw. You may be in a smaller firm, so that question might be less ridiculous in that context, but generally at this stage of our career your “book of business” is the collection of senior associates and partners who continue to look to staff you on their matters because of what you bring to the table. That should be excellent work product, soft skills (time entry, professional client communications, up-managing, etc.), and you should be pleasant to work with. Once you have an established internal book of business, you start networking as you approach seniority where a client may legitimately look to you for advice and counsel. It will start happening around this time in your career, if you’re good and know how to be the face of the firm and be taken seriously. That means taking some swings, consistently using judgment without oversight, and schmoozing in-house counsel/client contacts. And to start to really build a book of business, you also need to network. This means becoming proven in a practice area and then going to conferences, publishing legal guidance, etc. Yes you need to sell yourself, but first you need to be on people’s radar. You will get a small base of “repeat customers” from doing associate work and being given stretch/client facing opportunities, but that’s small peanuts and not sustainable. The decisionmakers who hire attorneys for corporate clients will go to the familiar partner they’ve known for years, or a buddy from law school or co-counsel on a big matter. So just elevating your presence, doing great work, and then much, much later in your career utilizing actual biz dev tools and resources is how you get a book of business. And then it’s just all about results and relationship building/maintaining. Partners will not teach you this stuff until they have already decided they want to elevate you because you bring value to the firm and are undeniable. Putting effort into “building a book of business” at this stage of your career borders on buffonery, and they will look to groom and elevate those who focus on doing great work and making them/the firm look good consistently.