In my prior 2-minute read article, I wrote about the importance of Accountability and Reflection. Building on that theme:
In my business development (BD) coaching with lawyers, I often stress that knowledge alone isn’t enough. Most lawyers know what they should be doing – following up, nurturing relationships, staying visible. The real issue is consistency. That’s where structure, accountability, and reflection come in. But to be effective, they have to be built into a lawyer’s already packed schedule in a practical and sustainable way.
Here’s how I help lawyers create a rhythm that actually works—one that leads to progress without feeling like a burden.
Schedule BD Like a Client Matter
If BD is always pushed to “when I have time,” it simply doesn’t happen. One of the first shifts I coach lawyers to make is to block off time for BD just like a client meeting. Even reserving one hour a week – on the calendar – can create real momentum. That hour is used with purpose: follow-ups, reviewing contacts, reaching out, or preparing for meetings. The key is treating it as non-negotiable time.
Add a Monthly, every other Month or Quarterly Check-In
This is where reflection becomes essential. As part of my coaching, I build this in my sessions with the lawyer.
- What did you set out to do?
- What actually got done?
- What’s working—or not?
- Where are the follow-ups done or being missed? Establish new follow-ups.
Accountability makes a Big difference – and brings clarity to the next steps.
Keep Tracking Simple
While lawyers often want detailed tracking, I encourage a light touch: a simple log of key actions. Who was contacted, when, how, and what came of it. This doesn’t need to be complicated. Just enough to show movement and patterns over time. Often, just writing it down makes follow-up more likely. I would caution against integrating the notes into the firm’s CRM, as in my experience, lawyers rarely revisit the system once the information is entered.
Be Willing to Adjust
No action plan survives unchanged. When something feels off – whether a strategy isn’t delivering or an approach feels unnatural – I guide lawyers to make informed adjustments. There’s no one-size-fits-all. The goal is to find what works and keep building on it.
In my experience, the lawyers who make the most progress aren’t necessarily the ones who start with the most contacts or boldest goals. They’re the ones who create a rhythm – simple, repeatable and flexible – and stick with it. That’s the difference between short-term activity and long-term success.
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.