Client Development What Does It Take To Get Hired

Developing the Next Generation of Rainmakers Client Development: What Does it Take to get Hired? What does it take to get hired by a business client? First, it depends on the type of work. For most work, it will depend on whether your potential client knows, likes and trusts you. In group coaching sessions on getting hired, I share with the lawyers that I believe about 10% of legal work is “bet the company.” Clients will hire the best-known “go to” lawyer to handle that work. At the other end, I believe about 30% of legal work is commodity work. Clients will hire the lawyer who is willing to do that work for the lowest price.Finally, I believe at least 60% of legal work is neither bet the company or commodity work. Clients will hire lawyers they like and trust and with whom they feel some connection.     How can you position yourself to have the best opportunity to be hired by clients for that work? First, you have to be a capable lawyer. But, that will not be enough. You need to also be likable. As you may know, Tim Sanders wrote a book: The Likeability Factor: How to Boost Your L-Factor and Achieve Your Life's Dreams I practiced law for 37 years developing a national construction law practice representing some of the top highway and transportation construction contractors in the US.