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I am a lawyer. I am married to a lawyer. I am the friend of hundreds of lawyers and hold thousands more in great regard. If you're a lawyer (or love them), welcome. I invite you to share your thoughts and ideas in this space.


You’ve taken a potential client to lunch or made a pitch at the client’s office.  What happens now?  Is there anything to do but wait?

When the ball is in a client’s court, there are only a few choices about what to do while waiting.  One legitimate choice is, of course, to simply wait – as patiently as possible.

A crucial thing to remember when considering whether to do anything at all is to choose what you do in a fully conscious manner.  Inexperienced or fearful rainmakers have a tendency to do what makes them feel calmer.  However, it is only by coincidence that an action that will calm your nerves will also encourage the client to respond to your business pitch in the way you desire.  Seeking your own comfort is never good motivation for forcing a client response.  If you want the client’s business, it is the client you need to make comfortable.

Having been interviewed for possible work, you have good reason to believe the client sees you as a valuable professional with potentially helpful insights.  Therefore, if after the meeting but before you have heard back from the client, you learn something relevant to the client’s situation or have a new insight, call the client and share that information.  It does not take much imagination to come up with another useful bit of information that you did not convey in the formal part of your pitch.

Your call cannot, of course, look trivial or feel forced.  But if you have real information that was not communicated when you and the client met, share it.  It is too much to expect that you are “top of mind” for a potential client, but your concern makes a good impression at a particularly important time.

Finally – and this one is delicate, if you have a business friend who is also a friend of the client’s and in frequent touch with the client, it may make sense for your mutual friend to speak with the client about you.  Deciding whether to request such a third party discussion is specific to each instance, and there are no generic calls on that one.  Nonetheless, if you and have a mutual friend, you should give thought to whether such action would help you or be viewed as pushy interference.

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