by Karen Kahn

Not a day goes by when one of my clients doesn’t seek to get out of his/her rainmaking detail claiming to be at a trial or preparing for a trial and therefore not accessible to relationship building.  To those of you who seek a similar respite – no such dispensation.

Trials are great occasions for relationship building.  Lest you remark that there is “no time”—that won’t give you a pass—30-60 second “tweaks” in conversations will plant important seeds for great discussions when the trial is complete.

For example:

• Ask opposing counsel what he/she did to get a break from the pressures of the trial over the weekend.
• Help your client manage stress by taking a psychological detour from trial topics.  Ask questions about his/her business that is not related to the current litigation.
• Friendly chat with courtroom personnel is essential—the lawyer who creates bonds with these individuals may receive unofficial courtesies, helps create an environment that is more pleasant for everyone involved, and gathers congeniality points.
• And, last and definitely not least, expand personal connections with members of your team.  This is especially important if you are an “up and comer.” Bonding with potential mentors, practice group leaders and colleagues will provide resources, information, introductions, assistance, support and friendship in the future.

Consider any of the above as brief extensions of what you are already doing.  Successful rainmakers engage in relationship multitasking—expand your focus to keep the critical task of relationship development moving forward.