Here is the latest of my 2 – 3 minute read articles for lawyers – “The Silent Client Killer of a Lawyer’s Practice: Procrastination in Business Development”…
For many lawyers, business development is an essential but often delayed aspect of practice management. The demands of client work and administrative tasks frequently take priority, leaving little time to cultivate new opportunities. However, procrastinating on business development can have serious long-term consequences.
As someone who has coached lawyers for nearly 20 years, I’ve seen firsthand how procrastination can quietly erode a practice. The lawyers I work with are highly skilled professionals who want to grow their practices but struggle to find time for business development. They often tell me, “I’m just too busy.” While understandable, this sentiment is a red flag. A busy lawyer today may not have enough work tomorrow if they neglect the consistent efforts required to nurture relationships and attract new clients. The key is integrating business development into your routine in a way that feels achievable and rewarding.
I emphasize making business development practical, rather than theoretical. This approach has earned me the trust of firms that engage for group coaching sessions or part of away day events. By fostering a supportive environment for collaboration and skill-building, I help lawyers turn ideas into tangible steps toward growth. Here are three practical ways to overcome procrastination in business development:
1. Challenge the “Too Busy” excuse
It’s easy to view business development as a task that can wait. But successful lawyers treat it as non-negotiable. Reframe your mindset: instead of thinking, “I’m too busy,” ask yourself, “What small step can I take today to move it forward?” Often, I tell clients just 15 minutes of focused effort—such as following up with a prospective client or drafting a short article to share on LinkedIn and directly with prospects—can make a meaningful difference.
2. Break it down into manageable steps
The term “business development” can feel overwhelming because it encompasses so much, from networking events and conferences to client pitches and content creation. Simplify it by breaking it into smaller, actionable tasks. For instance, instead of setting your objective to meet 5 – 10 new contacts at a networking event, set a goal to connect with just one genuine prospect and establish a meaningful interaction.
3. Consistency is the antidote to procrastination
Build consistency into your schedule. Treat business development like a client commitment by blocking out dedicated time in your calendar. I advise my coaching clients to schedule time that fits their routine—whether it’s an hour every Monday morning or 15 minutes at the end of each workday. Over time, these consistent efforts compound into meaningful results.
Procrastination may feel like a harmless delay, but it’s a silent killer of growth and opportunity.
If you are a lawyer aiming to strategically enhance your business development, I’m available to help. Let’s arrange a complimentary discussion to explore how coaching might aid your progress and address any queries you might have. Please reach out to me at larry.stroud@korverge.com to schedule a time.
I do ‘Business Development’ coaching. Not life coaching. Not career coaching. The coaching is specifically tailored to business development in the legal profession. My focus is on helping lawyers build and retain client relationships, as well as winning new clients.
I have been a partner at two international firms and have dedicated the past 20 years to coaching individual lawyers in business development.
My clients range from lawyers in national and international law firms to those in regional, small office, and specialized boutique firms, as well as solo practitioners. Based in Toronto, I work with clients throughout Canada, having also worked in several other countries. I’m typically engaged either by individual lawyers or firms on a retainer basis to provide ongoing coaching for their lawyers at various stages of their careers, and in certain cases, to lead targeted workshops.