Revamping Your Approach To Client Development

Law360 (April 12, 2019, 12:22 PM EDT) -- Comedian Steve Martin once advised how to get a million dollars and pay no taxes. First, he said, get a million dollars. Second, don’t pay taxes. When the IRS asks why you didn’t pay, simply say, “I forgot.”

Pretty simple advice.

As a former general counsel for both public and private companies, my advice to law firm attorneys who want to attract and keep clients is equally simple. Provide legal services for free. When your managing partner asks you why you didn’t bill for the work, simply say, “I forgot.”

That last part is a joke. But the part about providing...

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