Young partners & counsel: how’d you go about developing your book of business?

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be born with connections

likefunnysmartuplifting

What about charisma and magnetic good looks?

I’m just an associate but I recommend The Activator Advantage as a good book on biz dev for professionals. Read it recently and it lines up with what I see senior attorneys doing when they do BD well. Basically it boils down to be friendly, think proactively about what problems others have or what their goals are (whether potential clients, colleagues, or outside peers/other connections), let them know periodically you are thinking not just about them but for them (eg sending a relevant article or just touching base), and if you can’t help them personally, put people in touch with others who can. Don’t hoard clients/connections to the exclusion of others. And on top of that do solid work.

likehelpful

This is good stuff. Also immediate responsiveness and availability. Clients and prospects can tell when they aren’t a priority.

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F - but on a serious note, do good work, that’s the start. Try to build social relationships with clients you’ve done said good work for. Rinse, repeat. Pray.

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Relationships, consistently excellent, efficient work, and common sense problem solving.

Of those, relationships are the most important component. Most of my work came from former colleagues, referrals from opposing counsel, and word of mouth. I’m not a natural glad-hander and didn’t do much if the traditional things like participate in bar groups or on boards. I just treated everyone respectfully, helped solve their problems, and became known as a highly skilled, no nonsense person who delivered excellent results. Youngsters in big law are literally surrounded by prospective future clients. Very few of your peers will become partners. Most will go in-house or into responsible non-legal jobs. Get to know them. Collaborate with them. Connect them to other people they should know. The bigger your network the higher your esteem in that network, the more work you will attract.

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A3 hah! The Fishbowl algorithm sent me to jail for a few days for sharing a candid opinion with a recruiter who was taking a soft line on the Brad Karp debacle.

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Take clients when I lateraled, mostly. Also be immediately responsive and manage the relationship with an iron fist. Lateraled as a ~8th year L&E associate from a V20 to a regional firm. First year took 150k, not much but was pleased. This year on track for 300-500k depending on litigations. I take a few trips a year purely for client entertainment and meeting in person. It’s been a grind but hoping to get to 1M within 2-3 years.

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L1, thanks for your insight!

likefunny

That’s the secret sauce. Nobody going to tell you.

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More young lawyers are thinking entrepreneurially building books early, tough in Big Law though. The platform makes all the difference.

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Friends and telling prospects about how great/dynamic my practice is.

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likefunny

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likefunny

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likefunnyuplifting

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