Selling herself as the lead
One of my clients today brought up something that she has been challenged with, selling herself as the lead. She doesn’t feel she has the name recognition to be the lead and up until now she would sell a more senior lawyer. But now her firm has asked that she take on that role. When she described that one of the things she has established is a reputation of keeping within her clients’ budgets, we identified that to be a key factor as to why her clients want her to manage the relationship, and why new clients would feel the same way.