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...