Rainmaking Recommendation #30: There Are No Small Cases

Here is the scenario: A prospective client just came to your office.  They only need a small matter resolved which you could easily handle.   This case will only take you a short amount of time which really doesn’t create much income for you or your firm.

Do you take the matter?

The answer is always YES!

More importantly, you need to treat this prospect as if they are just as important as your largest client.  There are at least two reasons why you should treat this small matter as if they were a VIP:

First:  Small matters could lead to large matters with this prospective client.  While they only need you to take care of something miniscule right now, who knows what they will need in the future.  Do a great job and they will come back to you again and again.

Second:  While they may have a matter which seems trivial to you, it’s important enough to them that they came to you.  In the age of Social Media, the Internet and Word of Mouth Marketing, the one thing that is clear is that the world has gotten much smaller.  Instead of “Six Degrees of Separation”, it really is closer to “Three Degrees”.  You never know who they know.  In fact, they may be friends with the biggest “big-wig” in the area.

Treat you “little” clients like VIPs and they will refer you to others.

Rainmaking Recommendations are sent the first and third Wednesdays of the month.  They are bite size tips that, when implemented will cause you to make rain. To learn more about Rainmaking, Goal Setting and Achieving the Life you want as an Attorney please contact Jaimie B. Field, Esq. If you would like to have these tips sent directly to your in box, please sign up here.

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Comments

  1. I couldn’t agree more — even pro bono and small contingency matters. It also gives the judges and other lawyers more and better opportunities to see your work. And it’s fun!

  2. Great point! I’m a personal injury lawyer and sometimes all I want to do is handle the big stuff. However, sometimes the bigstuff originates from the little stuff.

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