Referrals are gold in a legal practice. They arrive with built-in trust: someone has already vouched for you. Yet too often, lawyers squander referrals through slow follow-up or vague handling. In business development, a referral is a live spark – you need to act quickly before it fizzles. They are often the easiest opportunities to […]
One of the simplest and most effective business development strategies I use with lawyers is this: Getting them to mind their inbox. One lawyer I coached followed my suggested process below. He found a former client he hadn’t spoken to in years, sent a brief email. The next time I had a session with the […]
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. […]
Lawyers often tell me they know what they “should” be doing when it comes to business development (BD). They’ve read the books, read the articles, attended the webinars, and sat through the firm’s training sessions. Yet, little changes. The real challenge isn’t knowing what to do – it’s consistently doing it. That’s where accountability and […]
In my business development (BD) coaching with lawyers, attending events—whether it’s a conference, an industry panel, or a cocktail party – is consistently high on the list of strategies for meeting prospective clients, good contacts, and potential referral sources. Many lawyers do this well. They show up, have meaningful conversations, and walk away with names […]
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 […]
