Law360 recently published an article featuring six attorneys the outlet considers “rainmakers:” professionals who have built and maintained a substantial and growing book of business. FaegreBD Corporate Partner Morgan Burns was interviewed, and offered his thoughts on the importance of cultivating genuine client relationships.
“The fact of the matter is the most junior person at your client or at your law firm is just as likely to be a source of business someday, or to be a decision maker that you want to do business with someday, as anybody else,” he said.
He added that lawyers should make the extra effort to really get to know clients on a personal level. “If people know and trust and like you, that’s probably the best way to truly differentiate yourself. To me, the personal side has got to be how you differentiate yourself.”