Have you ever met a potential new client representative and really “hit if off” right away? I know that I have and those experiences ended up in the very best client relationships for me. There was just great chemistry between us.

When you have that experience you have established rapport with the client representative. The importance of establishing rapport is frequently overlooked. In a world where lawyers and law firms look alike and your competitors are as qualified as you, establishing rapport can be the tipping point for getting hired and for expanding the relationship with existing clients.