Build Your Book, Control Your Career
Associate Evan Gibbs is published in The Federal Lawyer for his article titled, “Build Your Book, Control Your Career.” Gibbs explores how newer attorneys can start building their reputations to enable them to bring in new clients. Informed by his own experiences, he offers tangible ways to build a book of business in five steps: 1) Build Credibility; 2) Identify Your Targets; 3) Connect With People Who Can Hire You; 4) Build Relationships; and 5) Make the Ask, Maintain Contact, and Be Patient. He writes, “It can take years before landing even a single significant client. Building a solid book of business takes a long time and a lot of effort. There will be times that you will put in the effort but nevertheless strike out and not get the work through no fault of your own. Timing is everything, and sometimes it’s simply not in the cards. But don’t give up hope or stop trying. You must keep marching onward and upward after every defeat. Keep researching companies, keep making meaningful connections, keep asking for work. Eventually the stars will align and the work will start to flow to you.”