"How You Can Build a Better Book of Business," Law360

January 6, 2016

In an article published by Law360 on January 4, 2016, Julian A. Fortuna and Henry M. Quillian III offer guidance on how attorneys can build a more robust roster of clients. Mr. Fortuna provides insight from his experience as a successful tax lawyer: “A key issue for the tax partner is finding the time to get 'out from under' the constantly changing tax code and regulations to become visible in the marketplace. Taking on leadership roles in the tax bar and speaking at seminars directed at in-house counsel are two of the ways I get out in the marketplace." Mr. Quillian counsels other lawyers to rely on the success of other attorneys: “By asking a lawyer who has a book of business how it was built, perhaps over a breakfast or lunch meeting, an implied and unspoken contract is formed between the two individuals that induces the successful lawyer to refer legal work to the mentee. Continue these conversations with other successful lawyers and see how it works.” Subscribers to Law360 may access the full article on the Law360 website.

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