A Cat Got Your Tongue

Dan Hull has a great post on his blog entitled Asking Clients for Work: "Why Are Lawyer So Shy?" It is interesting in that it reflects a general dislike among many lawyers to never ask for work.  They want to nail up a shingle and then wonder why business does not come to them.  Or, they sit around moaning as to why they cannot get more business.  Then eventually they will try advertising because it is somehow more comfortable for them to not personally confront the issue of asking directly for employment with a potential client. 

I have met a lot of successful rainmakers in my day.  Some have worked for plaintiff firms.  Some have worked for defense firms.  Some have worked for creditor organizations.  Some have worked for debtor organizations.  The thing that has particularly amazed me with each of them is that they are probably less obtuse than most of us.  They are not characters out of Glengarry Glen Ross.  They are men and women who are comfortable in their own skin.  They do not tend to over promise.  They simply meet and greet...AND ASK FOR BUSINESS. They do not nag about it.  They simply ask and then move on.  If no business is forthcoming, they work just a little to keep their name in front of the prospect.  But, THEY ALWAYS MAKE A POINT OF ASKING.

It can be in passing, but you need to remember to ask your clients, your colleagues, and those who refer your type of business for work. You need to remind them of what you do.  You can be casual about it, but you need to ask regularly.

I use to interview young lawyers for work.  I would tell them how I wanted them to ask for business.  The ones that would tell me that they are "counselors and not salesmen" I made sure not to hire.  Do not get me wrong.  I was not necessarily looking for a salesperson, but I wondered what the self worth can be of any person, that strives to do a good job in his or her legal concentration, if he or she cannot even ask those they helped for work.  I always thought there is pride, and then there is stupidity.  What is wrong with telling a client, "I really enjoyed the opportunity to represent you, is there anything else that I can do for you?  Do you know of anybody I can help."  Or, if it is a prospect, what is wrong with saying, "I do so-in-so, I would appreciate the opportunity to work with you."

As my mother would always ask, "Does a cat got your tongue?"

Make it a point to ask.

Comments

[Dan Hull]

Nicely done post, Chuck. Thanks for the mention.