How Law Firm Partners Can Get More Business

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What can partner level attorneys do to capture more business from high level prospects?

In the business of capturing the confidence of high level executives, gaining their trust, and landing that retainer, partner level attorneys can learn a thing or two from legal recruiter Scott Love. Love, whose recruiting career began in 1995 and who also owns a sales-training/recruiter-training company, has developed influence and persuasive communication models that he teaches to search firms, sales people, and business developers from professional services firms.

According to his most recent blog post, Love says that the secret to selling your professional services to C-level executives is to understand that the key economic buyer will make decisions based primarily on emotion.

Love sums this up in his most recent blog entry:

"Every day I engage successful partners about opportunities to find opportunity elsewhere. And every single time I find a partner who is open to this, especially one highly motivated to move, the reason is not based upon a pros and cons sheet or an intellectual balance of options. It's based on emotion. People make moves from firm A to firm B based on emotion and gut feel, not clinical analysis. Your clients are the same way. They 'buy' from you not because of your legal horsepower, but because of the emotional context tied to you solving their problems by achieving deliverables through your legal expertise. Your knowledge, credentials, testimonials, reputation, and rankings will help open the door. Their emotion will close it."

More free blog posts on law firm leadership and client development can be found on Love's website, which is His recruiting practice specializes in recruiting partners and groups for law firms in the Washington, DC, area. He can also be reached at 202-737-5555.


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