For Lawyers, Time Isn't Money: Relationships Are

The secret of successful rainmakers, writes “The Mad Clientist” Michael Rynowecer, are successful relationships. Because selling doesn’t make clients want to work with you time and time again, to refer you to their friends and peers, to let you be more than a useful-but-interchangeable problem solver. A superior relationship does:

"People who sell don’t develop nearly as much business as people who develop relationships. New business flows to those individuals and companies who can move beyond a transaction to a relationship.”

Read the post. Start working on your relationships. Because earning your client’s emotional investment will earn you lots of money for a long time.