April 01, 2016

Anatomy of a Client Relationship: A Case Study

Cynthia Sharp

“All things being equal, people will do business with and refer business to, those people they know, like and trust.”—Bob Burg

David has developed a solid reputation as an aggressive matrimonial attorney. Even though a number of other lawyers in the jurisdiction have excellent legal skills, David seems to receive a disproportionate share of referrals as compared to his competitors. Furthermore, almost every person who consults retains him to handle their matter.

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