Junior associate in a big firm, slowly transitioning to a mid level role. In these slow times, wondering about client development. I know no one is expecting to bring in clients during this pandemic, but any general advice for how young associates can get an impressive and effective head start on business development that could actually lead to new clients? What do firms and clients actually care about (networking in and out of your firm, certifications, speaking engagements, etc)?

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Think of your networks and how you can use them to your advantage. Alumni associations, rotary, chamber of commerce, 1 Million Cups, industry meetings (practice real estate law? Go to real estate events), young professionals, running clubs, service organizations, Greek alumni chapters, charitable organizations (volunteer or board membership— they always want attorneys), etc. Find something you actually like or want to do (passionate about Alzheimer’s research? Join that board) and go to the events (when we have events again). Use your likes and interests to build your networks organically.

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Publishing. Proposal articles or client alerts or ask to join any on the horizon.

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I actually used to ask about this a ton! Before the pandemic, there was never much of an interest (and an underlying assumption that publishing something is a flag that you don’t have enough billable work). After the pandemic, our clients got inundated with a ton of alerts and were getting annoyed, so we pulled it way back. I’d rather publish an article for a journal or something then try to ask about something for my firm again.

If you are writing articles then you may also consider hosting a webinar on a topic you wrote on. It takes a little extra planning but it shows incredible initiative and leadership.

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I help law firms to get more Spanish speaking clients in personal injury criminal immigration family and employment law. Let me know if there is something I can help you with.

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