How do I add a big client to my roster?

Ask Snap-D

By Sandra Napoli-D’Arco

Looking for advice on how to grow your solo practice or build your small, midsize or large law firm? Send all legal marketing, business development, strategic planning and firm management questions to Sandra@snap-dmarketing.com. Responses to reader questions will appear anonymously in Ask Snap-D every Wednesday.

Sandra Napoli-D’Arco, founder and president of Snap-D Marketing Inc., is a legal marketing and business development consultant. She has led marketing and business development teams and initiatives for firms with national practices.

Posted April 8, 2015 3:12 PM

Dear Snap-D, I’m a midlevel partner and have a great book of business. I’d like to secure a new client this year, preferably a Fortune 200/500 client. What’s the most effective way of doing so?A: This potential new client can currently be in your contacts or they can be a friend of one of your contacts. You will first need to identify who you would like to target. Once you have done so, identify the ways in which you are connected to the decision-maker(s) of the company and then exploit every …

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