Don’t give your clients a second thought…give them your first
Selective attention puts the focus on your clients
How Black Enterprise and Selective Attention helped my legal career
This works even if you don’t own the business or have direct access to clients. I love business magazines and Black Enterprise is one of my favorites. When I was a junior associate at a major law firm I came across an article about one of our clients who owns multiple car dealerships. It was a lovely write-up about his business and legacy. My partner, who served the businessman, was a great relationship guy, but to be honest, he didn’t read Black Enterprise. I sent him the article. He sent it along to the client with a congratulatory note. The partner later came by my office to thank me and in short order he began staffing me on deals with not only that client, but many of his other high profile clients. It was the first time that I saw the true value that thoughtfulness can add to one’s business and career. The partner felt that I understood his business and his client felt the same about the partner. In the words of Charlie Sheen, “winning!â€