Bringing in New Clients
In an earlier post, I discussed finding a mentor as one solid strategy for associates looking to land new clients. The key phrase on this subject, in my view, is “one day at a time.” Developing business tends to be a gradual process for young lawyers. Don’t discount the kindness or wrath of Lady Luck, but here is another tip for those looking to build a practice: Establish yourself as an expert.
The task is accomplished in small steps over a long period of time. If you are a litigation associate focusing on discovery, learn everything there is to know, and then some, about discovery problems. Once you master the nuances of interrogatories, requests for production of documents and privilege logs, seek experience in taking and defending depositions. Start second-chairing in trials and work your way forward to assuming more responsibility.
Don’t wait for colleagues or partners to lead you to the water. Improve yourself at every opportunity. Read all you can about the areas of law you wish to master. Talk to more experienced lawyers, attend educational programs, and study the work product of those you respect.
In other words, pickle yourself in the subject. Day by day, your expertise will grow--and so will your reputation.
Maryland Discovery Problems and Solutions
