Client Development Case Studies For Discussion

Developing the Next Generation of Rainmakers Client Development: Case Studies for Discussion Have you and your colleagues ever brainstormed how to handle a particular client development situation? When I am coaching lawyers, we frequently create scenarios and then discuss how best to handle a situation. Here’s a sample of case studies we have discussed. CASE STUDY 1 A major manufacturer is planning to build an industrial plant in your area. You foresee there is a great opportunity for legal work in your practice. CASE STUDY 2 You have identified potential target clients. You have identified the potential client contact in each company. You would really like the opportunity to get in front of the client contacts and persuade them you and the firm can provide them what they need. CASE STUDY 3 The general counsel of potential client has called you. He has heard of you by a referral and read articles you have written. He wants to meet you at his office two days from now. CASE STUDY 4 You learn that a classmate, with whom you have not spoken in over two years has just gone in-house with ABC company. CASE STUDY 5 You are invited to lunch by a college classmate. You learn she and three others have started their own business. You are not a corporate lawyer and the business is not in your field either. She reports her colleagues have an idea of who they want to hire to do the legal work. You would like for the firm to get the business. CASE STUDY 6 You have gotten your first assignment from a new client.   CASE STUDY 7 The former chairman of a large company once said: “Some of the outside professionals I have used focus on adding value the whole time they are working with us; the others are in there aggressively trying to sell the next project, which is just irritating.” CASE STUDY 8 You have completed your first assignment. The client has promptly paid the bill. It’s been a couple of months and you haven’t heard anything. CASE STUDY 9 Your have completed your first assignment and sent out the last bill. It’s been over 90 days and the bill has not been paid.     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.