Trust Me Capitalism
Problem Client Type “B”

Dating Your Clients

         It is impossible to tell in a thirty minute phone conversation or even a two hour initial consultation whether a particular client is going to be honest, trustworthy, reasonable and motivated. As lawyers, we try to use our gut instinct to identify good clients from bad clients. Just like with any relationship, it is impossible to really know much about a person without dating them first. We should all continue to use our best instincts about people when selecting clients, we should also monitor our clients during the dating period and be ready to call off the relationship if it appears that it is not going to work out over the long term. For lawyers who are discriminating about which cases and clients they get involved with, client selection is perhaps the most important aspect of your business. One of my favorite sayings in the law is that “successful lawyers make all their money not by the clients they accept, but by those they turn down.”


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