Client development is about becoming a “go to” lawyer and developing relationships. For many of you, becoming a “go to” lawyer is much easier than developing the relationships. After all, if you bill 2000 hours a year in your niche, over time you will know your legal specialty well.

How many hours a year are you spending developing your people skills? How can you learn and practice those skills? First, you need to have an intense interest in people. Only through having that interest will you focus on learning about them, understanding their needs and listening with a sensitive ear.