Teaching Client Development Get Your Senior Lawyers To Tell Their Story

Developing the Next Generation of Rainmakers Teaching Client Development: Get Your Senior Lawyers to Tell Their Story I learned to practice law and develop business by watching and listening to more senior lawyers and figuring out what parts of each person’s approach would fit me best. I have been part of panels of senior partners talking to associates about client development. I have also been the moderator of those panels. I am always fascinated by the stories. Some partners claim to have never done client development. Having listened to them, they were always doing client development. It was just part of who they are. If you are in a medium or larger law firm, consider getting a group of partners in your firm to share their experiences and successes with your young lawyers. When your partners share their experiences, remind them of this quote about teachers: The mediocre teacher tells. The good teacher explains. The superior teacher demonstrates. The great teacher inspires. William Arthur Ward I hope you will invite me to this gathering. I know I will enjoy hearing your senior partners’ ideas and stories. 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.