Tag Archives: Client Development

A rainmaker at a boutique firm recently had me speak with his practice group about generic aspects of business cultivation.  Other than the lawyer who hired me, the lawyers with whom I spoke did not have substantial business.  Many of them did not have any clients.  Some did not want clients.  Some who did not want their own clients thought rainmaking involved groveling, sleeping with the enemy or both.  Fortunately, attracting clients requires neither character alteration nor morally dubious behavior.

In my short talk, the main point was that, when possible, lawyers should advance the business of desired clients.  Unless it hurts a current client, business tips and wanted introductions are appreciated.  Often enough what goes around comes around, sometimes indirectly.

One lawyer objected to what she saw as the hypocrisy of reaching out to help others from whom you want business.  “People will see through my largesse and know I am only seeking a quid pro quo.”  The answer to that is to truly give sincerely, without any direct expectation of return.  It is simply part of the relationship.  One cannot discern hypocrisy where there is none.

A more serious objection was about violating one’s own values, becoming a sell-out.  “I cannot act friendly towards someone whose politics I deplore.”  “I cannot spend time discussing the virtues of boxing since I hate gratuitous violence.”  Etc.

Pursuing clients with whom one has ethical or political disagreements should not be a problem if the work sought does not further an objectionable agenda.  Just like lawyers sit on charitable boards with fellows having opposite political views, they can have clients who contract or litigate over issues about which there is no reason to feel discomfort.  Working with people who support causes with which you do not agree is not the same as working for a position you do not support.

Your clients do not need to be your soul-mates.  All that is needed is comfort.  In the commercial world, if you perform legal work that helps your clients engage in business activities you respect and treat those clients with loyalty and respect, you will have a good working relationship.  To expect more than that is a confusion of your personal and professional lives.