Over the course of my career advising law firm leaders and coaching individual lawyers, one question arises consistently:
How do litigators develop business when so much of their work is episodic and unpredictable?
This is a valid question. Litigation does not offer the same steady client contact that transactional work typically provides. However, this does not imply that the opportunity is diminished; rather, it necessitates a more deliberate strategy.
The basic framework I usually consider is centered around seven core principles.
