Letter from the Chair

• Publication year: 2023
• Author: Robert M. Klein Chair

LETTER FROM THE CHAIR

Robert M. Klein^* Chair

This edition of the Practitioner is focused on business development. Before you move forward to the substance of this publication, I want to share a proposal with you.

The Solo and Small Firm Section is accepting applications for our Executive Committee. There are many benefits to joining. You will learn more about the inner workings of the California Lawyers Association AND you will have an opportunity to speak at continuing education events which are in-person events and/or webinars. You can participate in planning for the Solo Section as we grow along with the CLA. Finally, you will connect with other lawyers which will help your business development.

Every lawyer, whether a sole practitioner or a lawyer at a large firm, has heard others discuss the importance of business development. If you believe business development is not important, the likelihood of advancing whether in a large, medium, or small firm does not exist.

What is business development? It is a fancy way of saying bringing a new client (or new matter) to your firm. Whether a solo, small firm, or large firm lawyer, if there is not a flow of new business, the law firm will not stay in business. Business development is becoming increasingly important for lawyers, particularly those in private practice, as the legal industry becomes more competitive and client-focused. (Has anyone noticed the number of personal injury lawyers advertising on television?) Lawyers skilled in business development can help their firms attract new clients, keep existing clients, and increase revenue.

This publication will discuss many parts of business development. It will include how to attract a new client or how to develop a relationship with a current client. It will discuss attending industry events and conferences and participating in social media and/or other...