Law Practice Management

Do Good Work, and Business Will Bring Itself In, Rainmaker Says

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Attorneys are often told they can make a name for themselves by writing scholarly articles or impressing new acquaintances at business-oriented events. But if your work is good enough, it will speak for itself, one highly successful rainmaker says.

An unbeatable record is bringing a steady stream of business into Peter Klee’s insurance coverage practice at Luce Forward in San Diego, writes legal marketing consultant Larry Bodine in Marketing the Law Firm Newsletter. Klee’s team expects to win a dismissal or defense verdict in every case, no matter how hard they have to work to get it, and routinely succeeds in doing so, according to Bodine.

“Your work product is your best source of referrals,” says Klee. “Most of my referrals come from people in the insurance industry referring other people in the industry. And they refer other people to us.”

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