6. Approaching Client Meetings When the opportunity arises to meet with a potential client, the focus should be on understanding their needs and offering valuable solutions without expecting immediate returns. By investing in the relationship and demonstrating a genuine interest in their concerns, attorneys can build trust and credibility, which can eventually lead to new business. Action items: Review your top 10 clients. Of those 10, which clients do you know the least about? Select two of your top 10 clients and do the following: • Spend 15 minutes a week researching these clients. Look for news articles, read the culture pages of their website, and review investor presentations. • Follow these clients in LinkedIn and read their posts. • Consider setting up a news alert for a particular client, or industry to track real time updates. Questions about available news and media subscriptions can be directed to the library. Conclusion Business development for women attorneys is about forging authentic and intentional relationships, recognizing the interconnection between personal and professional networks, and creating connections and leveraging support from other women attorneys. By understanding the long-term nature of this process, investing time in understanding client needs, and maintaining meaningful connections with colleagues and potential clients, women attorneys can navigate the path to successful business development. Embracing unique perspectives and approaches and recognizing the unique opportunities will ultimately lead to a thriving practice and a network of satisfied clients.
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