When it comes to bringing business into a firm, perception is everything. A client’s perception of you as an attorney will dictate whether or not he or she decides to retain you. Additionally, that same perception can determine if the relationship with a retained client will be positive or negative. As a young attorney, I sometimes speculate on what factors lead a client to entrust me with his or her business. What type of person did I reveal to the client in order to convince him or her to hire me for his or her legal claim? Conversely, in the instances where I was not retained, what attributes persuaded the potential client to bring his or her business elsewhere?
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