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IP Clinic: How can I win more clients?


I have just been promoted to partnership at my firm and need to attract more clients. What advice do you have?

The lawyer

The transition from senior associate to partner can often seem daunting, particularly when it comes to practice development. How will it be possible to persuade clients facing business critical IP issues to retain you rather than other, established players in the field?

If you have made it to partnership, it is a safe assumption that you have impressed with your legal and technical skills. The real issue is communicating these skills to potential clients and giving them an incentive to choose you in a crowded market place for professional services.

It is important to play to your strengths and do not try to be all things to all people. Think carefully about what characteristics distinguish you from other IP lawyers and emphasise these in approaching potential clients.

Fortunately unlike some sectors, the IP community is relatively small, and personal recommendations are important, so it is necessary to take...


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