For many lawyers, the hardest part of business development (BD) isn’t networking, writing articles, or giving presentations – it’s asking for the work. Despite being persuasive in court or negotiations, many lawyers hesitate when it comes to saying, “I’d love to work with you.”
In my years of coaching lawyers on business development, I often hear the same frustration: “My clients love my work, but they don’t refer me.” Many assume excellent service naturally leads to referrals. But as I emphasize client satisfaction alone isn’t enough—you need to create the right conditions. The Psychology of Referrals People refer when it makes […]
Building on my recent article on ‘Procrastination,’ many lawyers find business development (BD) overwhelming and often sidelined by client work. Below are practical tips for staying consistent with BD, along with success stories of lawyers who transformed their practices by overcoming procrastination. 1. Block Time out for BD Schedule BD time on your calendar as […]
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 […]
In the legal profession, where technical expertise is a baseline expectation, storytelling becomes a powerful tool to stand out and connect on a deeper level. By sharing compelling narratives, lawyers can bridge the gap between complex legal concepts and the personal or professional goals of their clients. Storytelling fosters trust, builds rapport, and humanizes the […]
Business development coaching can be transformative for lawyers, providing insights and accountability that supports personal growth, business growth and firm-wide objectives. One-on-one coaching provides personalized guidance, ideal for lawyers seeking to refine specific skills and receive ongoing support for real-world situations they face. In contrast, group coaching fosters collaborative learning, where shared experiences enhance motivation […]
Many law firm leaders fail to highlight to their teams the significant impact referrals can have in reducing marketing and client acquisition costs. Traditional marketing and business development strategies can be expensive and often lack the personal touch that referrals inherently provide. In my work coaching lawyers on business development, I’m frequently surprised by how […]
In the early stages of my coaching process with lawyers, I delve deeply into their business development (BD) activities, honing in on the specific individuals they are targeting and attempting to build a relationship with. It’s a common scenario that, despite persistently focusing on the same names, they see minimal returns on their time and […]
In the professional services sector, collaboration is crucial for providing comprehensive and integrated solutions to clients. For instance, lawyers who build relationships with accountants and Chartered Business Valuators (CBVs) can significantly enhance their ability to give well-rounded advice, particularly in complex financial and valuation scenarios. Additionally, these relationships open up business development opportunities through cross-referrals. […]
I advise the lawyers I coach that the cornerstone of business development, beyond providing exceptional service to current clients, lies in meeting people and fostering relationships. They understand this concept. However, when I inquire about their greatest challenge or fear, they often admit it’s the prospect of attending events or cocktail parties and meeting new […]
