Did You Forget?

• Author: David V. Lorenzo
• Pages: 86-86

§43. Client Attraction Secrets for Lawyers

86

§43.

DID YO U FOR GE T?

Most attorneys forget that a law firm is a business.

The primary responsibility of a business is to attract and retain clients. I didn’t invent that

concept, business management legend Peter Drucker did.

Yes, I know, you are also a professional and you have a responsibility to represent your clients

and the profession in a manner consistent with the oath you have taken. That is critically impor-

tant.

But that doesn’t change the fact that you have a responsibility to yourself to make money.

For some reason you do not take THAT responsibility seriously.

But it’s not your fault.

They do not teach you how to ethically make money in law school. They do not teach you

how to run your business. They do not teach you how to select a profitable practice area, attract

clients, set fees, manage employees and do it all profitably.

I teach attorneys how to do those things. I help attorneys make money and serve their clients

ethically and profitably. I can help you fulfill your responsibilities to your clients, yourself and

your family.

Assuming this responsibility to yourself comes with certain benefits:

• You work with clients you like

• You work on matters you enjoy

• You make more money while working on fewer cases

• You take time off whenever you want to

• You get home, on time, every night

• You never have to worry about money

If these benefits sound attractive to you then you owe it to yourself to take the next step. Put a

pen to paper and write out an action list of 10 ways to get one new client and 10 ways to deepen

your relationship with 10 existing clients (or referral sources). Then, over the course of the next

20 days, implement these tasks.