When I was a private banker in the late ‘90s in Wilmington, North Carolina, I found a successful niche prospecting law firms. There were a couple of things I learned first-hand about attorneys that I believe contributed to my success:

Lawyers: the butt of jokes and the protagonists of TV dramas; Americans have a love-hate relationship with the legal profession. But if you are a banker, there is a wealth of opportunity to win business from the 165,000 law firms in the U.S.