Contacts Are You Focused Or Is It Random Lunches

Developing the Next Generation of Rainmakers Contacts: Are You Focused or Is It Random Lunches? One of the things I teach is to be focused about your contacts. I am sure your firm has contact software. I always used excel because if was easier for me. Joyce created a Focus Contact Template  that she will send you. The idea is to list all your business contacts and rate them three ways. How do you convert contacts to clients? Focus on building the relationship rather than building a book of business. Get to know as much as you again about them and their business. Find ways to do unexpected things they will value without any expectation of anything in return.  Second, and more important, focus on being the “go to” lawyer they need. If you do, your clients will find you and they will recommend you to others in their industry. You will never “need” to find them and “solicit” their business. How did I do that? I identified their company’s problems, opportunities, internal and external changes that had legal implications and came up with solutions before my competitors and most often before the client itself. I did it by keeping track of legislation, regulations, cases and industry business news. 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.