Client Development Getting Out From Under The Shadow

Developing the Next Generation of Rainmakers Client Development: Getting out from under the shadow When I asked a lawyer I coached what he wanted to get out of our coaching, he replied: How do I get out from under the shadow of the giants in my field in my own law firm? Great question I thought. In his case there were more potential clients in his field. So, here is what I told him. You have to do something they aren’t doing. I suggested he consider creating a weekly podcast. He did and then the podcast became an internet radio show and over a few years his business originations quadrupled. What can you do to get from under a giant in your own firm? 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.