What is The Tipping Point on Client Development?


In 1996, I met a potential client that was a joint venture of three large companies. I knew one company client representative and I was meeting the other two for the first time. It was interesting. Within five minutes, I knew I would not enjoy working with the one company representative and immediately “connected” with the other.

Bob, the client representative with whom I immediately connected, has been one of my best friends ever since. Our wives are also friends and we have vacationed together several times. Later, his company became a client and we achieved a very successful result in what I hope was my last trial.

Rapport and connection are vitally important in client development. Yet, for the most part it is overlooked and not studied. In a world where lawyers and law firms look alike and your competitors are as qualified as you are, establishing rapport can be the tipping point for getting hired and for expanding the relationship with existing clients

LOADING PDF: If there are any problems, click here to download the file.

DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Cordell Parvin LLC | Attorney Advertising

Written by:


Cordell Parvin LLC on:

Readers' Choice 2017
Reporters on Deadline

"My best business intelligence, in one easy email…"

Your first step to building a free, personalized, morning email brief covering pertinent authors and topics on JD Supra:

Sign up to create your digest using LinkedIn*

*By using the service, you signify your acceptance of JD Supra's Privacy Policy.

Already signed up? Log in here

*With LinkedIn, you don't need to create a separate login to manage your free JD Supra account, and we can make suggestions based on your needs and interests. We will not post anything on LinkedIn in your name. Or, sign up using your email address.