Rainmaking expert and trainer, Jaimie Field, is bringing us a post today, and the title might make you a bit uncomfortable. But she’s speaking the truth. Read on to find out why.

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I’m in a facebook group with a lot of really great attorneys.  And recently, there has been a spate of posts which detail the obnoxiousness that some attorneys face with potential clients who are contacting them.

Many lawyers, particularly small firm and solo attorneys, are working with the notion that if they don’t take every client who contacts them or walks into the door, they will never get another client.  Even attorneys in large law firms may feel the need to take THAT client. In psychology and the personal development field, this is known as the “scarcity mentality”.

After the 2008 recession, many lawyers would take whatever cases they could – even if they had no experience practicing in that area of law.  Without going into the ethical considerations of competent representation (RPC 1.1), many attorneys are still laboring under this scarcity mentality and allow themselves to be retained by anyone who calls – even the hellacious clients.

So you take the client and live through the torture of working with them.

This post is not dealing with withdrawing from representation (that‘s a totally different post) once you have started working with a client.  In that instance, there are ethics rules you must abide by in order to do so without getting yourself in hot water. This is about the prospective client who walks into your office with a new case.

I’m here to tell you that you don’t have to work with them.

Wait! A Rainmaking Coach telling you not to take clients?

Yup!

Not every client is a good fit.

Instead of taking every client who walks into your life, create your ideal client description and find a way to market your services to them.

Create a positive mentality (not Pollyannish).  Believe that the right clients are out there, they just haven’t heard of you yet. And again, find a way to make yourself known through your marketing and rainmaking.

And, if one of those wrong clients walk into your life, refer them to someone else – who knows, it may be the right client for that attorney.

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.