Lawyers Are You Trying To Attract Elephants Or Small Game

Developing the Next Generation of Rainmakers Lawyers: Are you trying to attract elephants or small game? An associate in a larger law firm asked a great question: Why should I learn client development and try to attract clients, when the clients I would attract the firm would not accept? I have heard that question from literally hundreds of associates, including several in my old firm. Most associates asking that question know thee decision makers in more attractive clients are not their age. I learned very early in my career that the time and the effort to attract elephants (attract large business clients) was not greater than the time and effort to attract small game (clients that could not afford to hire me.) I decided not to focus on contract disputes arising on small projects. Instead, I focused on big, complicated, difficult construction projects. If  feel agree with me, you might ask: How do I use the time to attract larger business clients? Here is how I would do it now. 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.