Client Development What To Do When Your Phone Is Not Ringing

Developing the Next Generation of Rainmakers Client Development: What to do when your phone is not ringing What would you do when the phone is not ringing and it seems the well is dry? A lawyer I coach recently asked me that question.  He was concerned that he might sound desperate if he called clients and asked if they had any work for him or called referral sources and asked if they had any referrals they could make for him. I told him he would indeed sound desperate. Clients do not want their lawyers to be  â€œneedy” or “greedy.” What client would hire a lawyer with the look of the guy in this photo? During my career when the phone wasn’t ringing  I did these three things. If the phone is not ringing, it is important not to lose confidence. You have to believe in yourself at those times more than ever. When the phone isn’t ringing, it is less likely a reflection on you as it is your clients simply have no work for you. Figure out ways you can add value. Identify other potential clients and figure out how you can become visible and credible to them.   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.