16 Lessons I Learned About Attracting Clients

Developing the Next Generation of Rainmakers 16 Lessons I Learned About Attracting Clients As you may know, I began my career practicing law on active duty in the United States Air Force. As a captain, my job was litigating government contract cases. That turned out to be great preparation for what was to come. Yet, when I started in private practice, I did not know what I did not know. I hope this is not what happened, but it is possible that I showed up for work my first day in a short sleeve dress shirt. That is how much I didn’t know about practicing law in private practice. This week I am coaching a group of lawyers I have coached for the last 18 months for the last time. They were all associates when we started. Now many of them have been promoted to partner and others will likely be promoted when they are eligible. In our last meeting I will discuss some of the 16 lessons I learned about attracting clients: Just on the potential chance I showed up for work at my first firm my first day, I could have added: Never wear a short sleeve dress shirt, wear over the calf socks, wear tie shoes with a suit (I currently violate this one and my excuse is airport security). If you are attracting clients, what would you add to my list? I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.