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Rainmakers

Oct. 23, 2008

Lessons from the Watercooler

Taking a keen interest in your client's business can see a big payoff when the client must choose between lawyers.

By David Walsh

My client development career began over lunch at the Jonathan Club in downtown Los Angeles one September day about 17 years ago.

At that point, I was a senior associate specializing in environmental law. I had been the lead associate in a thriving environmental and commercial litigation practice for several years. Unfortunately, about 45 days earlier, the partner for whom I had worked throughout my career left our firm to join another. Unsurprisin...

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