Editor's Note: In the first part of this two-part article, Bruce W. Marcus offers the strategic reasons for why small firms can compete with larger firms for prized clients and win. He also offers strategic approaches for doing so. Look on RainToday.com to read the second part of this article, in which Bruce writes about the tactics smalls firms can use to their advantage in this scenario.

In an environment in which the larger firms are competing with the smaller firms for the smaller clients, can the sole practitioner or the smaller firm compete?

We're talking about competition – not just getting clients. We're talking about getting clients that other firms, large and small, wanted as well, and having to fight for them. And about building a practice you define, and not merely accumulating random clients.

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