Washington Lawyer - January/February 2025 - 16
FEATURE
RAINMAKING
How to Master the Art of Building a Client Base
By Shari L. Klevens
T
he first two years of partnership were the most
difficult of my career. When I made partner in
2008, the country was in the middle of the Great
Recession.
As an associate, I always had enough work, but becoming a partner
meant that I had to fill my own plate. I had less work during those two
years than I ever had as an associate. I was sure I was going to get fired if
I didn't immediately start bringing in clients of my own. In retrospect, it
was an unlikely outcome.
I realized that, although some of the skills I learned in my associate years
- like being thorough and responsive - were still necessary, they
weren't enough. Over time, I discovered that other skills I had never
learned were critical to my overall success and job security.
16 WASHINGTON LAWYER
* JANUARY/FEBRUARY 2025
Soon I grasped what many rainmakers know: Building a book of business
is very hard. But it is not impossible. Here I share several things I learned
about becoming a rainmaker and pass along tips for developing and
growing your own business.
PHASE ONE: BUILD YOUR BASE BOOK
Figuring out how to start is a daunting task. You may be a solo practitioner
hanging your own shingle or a senior associate or junior partner at a
firm. The first step is to recognize that before any client can hire you, they
need to know who you are and what you do. And you need to be the
one to make that happen.
Develop a niche and broadcast it. Commit to developing an expertise
that you can sell. You'll need to figure out what that expertise is
on your own, but once you do, you should find ways to make your expertise
evident. Participate in panels. Write articles. And when you do, be
Images: iStock
Washington Lawyer - January/February 2025
Table of Contents for the Digital Edition of Washington Lawyer - January/February 2025
Washington Lawyer - January/February 2025
From Our President
Calendar of Events
Practice Management
Toward Well-Being
Making the Case for Civility
Chief Judge Milton Lee Gavels for Service
How to Master the Art of Bringing in Business
Life in Law: A Balancing Act
Honoring Your Humanity While Practicing Law
Thanks for the No: Finding Value in Rejection
Special Section: CLE Abroad
Taking the Stand
Member Spotlight
Newly Minted
Attorney Briefs
Worth Reading
Speaking of Ethics
Disciplinary Summaries
The Pro Bono Effect
A Slice of Wry
Washington Lawyer - January/February 2025 - Washington Lawyer - January/February 2025
Washington Lawyer - January/February 2025 - Cover2
Washington Lawyer - January/February 2025 - 1
Washington Lawyer - January/February 2025 - 2
Washington Lawyer - January/February 2025 - 3
Washington Lawyer - January/February 2025 - 4
Washington Lawyer - January/February 2025 - 5
Washington Lawyer - January/February 2025 - From Our President
Washington Lawyer - January/February 2025 - Calendar of Events
Washington Lawyer - January/February 2025 - Practice Management
Washington Lawyer - January/February 2025 - Toward Well-Being
Washington Lawyer - January/February 2025 - Making the Case for Civility
Washington Lawyer - January/February 2025 - 11
Washington Lawyer - January/February 2025 - 12
Washington Lawyer - January/February 2025 - 13
Washington Lawyer - January/February 2025 - Chief Judge Milton Lee Gavels for Service
Washington Lawyer - January/February 2025 - 15
Washington Lawyer - January/February 2025 - How to Master the Art of Bringing in Business
Washington Lawyer - January/February 2025 - 17
Washington Lawyer - January/February 2025 - Life in Law: A Balancing Act
Washington Lawyer - January/February 2025 - 19
Washington Lawyer - January/February 2025 - 20
Washington Lawyer - January/February 2025 - 21
Washington Lawyer - January/February 2025 - Honoring Your Humanity While Practicing Law
Washington Lawyer - January/February 2025 - 23
Washington Lawyer - January/February 2025 - 24
Washington Lawyer - January/February 2025 - 25
Washington Lawyer - January/February 2025 - Thanks for the No: Finding Value in Rejection
Washington Lawyer - January/February 2025 - 27
Washington Lawyer - January/February 2025 - 28
Washington Lawyer - January/February 2025 - 29
Washington Lawyer - January/February 2025 - Special Section: CLE Abroad
Washington Lawyer - January/February 2025 - 31
Washington Lawyer - January/February 2025 - Taking the Stand
Washington Lawyer - January/February 2025 - 33
Washington Lawyer - January/February 2025 - Member Spotlight
Washington Lawyer - January/February 2025 - 35
Washington Lawyer - January/February 2025 - Newly Minted
Washington Lawyer - January/February 2025 - Attorney Briefs
Washington Lawyer - January/February 2025 - Worth Reading
Washington Lawyer - January/February 2025 - 39
Washington Lawyer - January/February 2025 - Speaking of Ethics
Washington Lawyer - January/February 2025 - 41
Washington Lawyer - January/February 2025 - Disciplinary Summaries
Washington Lawyer - January/February 2025 - 43
Washington Lawyer - January/February 2025 - The Pro Bono Effect
Washington Lawyer - January/February 2025 - 45
Washington Lawyer - January/February 2025 - 46
Washington Lawyer - January/February 2025 - 47
Washington Lawyer - January/February 2025 - A Slice of Wry
Washington Lawyer - January/February 2025 - Cover3
Washington Lawyer - January/February 2025 - Cover4
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