Referrals are gold in a legal practice. They arrive with built-in trust — someone has already vouched for you. Yet too often, lawyers let a good lawyer referral follow-up opportunity slip away through slow responses or poor handling. In business development, a referral is a live spark. You need to act quickly before it fizzles. […]
One of the simplest and most effective strategies for reconnecting with past clients lawyers overlook is this: mining their own inbox. I use this approach consistently in my coaching work, and the results speak for themselves. One lawyer I coached followed my suggested process below. He found a former client he hadn’t spoken to in […]
Consistent business development for lawyers is the foundation of a thriving practice. In my prior 2-minute read article, I wrote about the importance of Accountability and Reflection. Building on that theme: knowledge alone isn’t enough. Most lawyers know what they should be doing – following up, nurturing relationships, staying visible. The real issue is consistency. […]
Business development accountability for lawyers is one of the most underestimated drivers of BD success. 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 […]
The most overlooked skill in business development is effective lawyer follow-up after networking events. In my coaching work 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 […]
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.”
Understanding how to get more client referrals as a lawyer is one of the highest-value skills in business development. In my years of coaching lawyers, 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 […]
Building on my recent article on ‘Procrastination,’ many lawyers find business development (BD) overwhelming and often sidelined by client work. Below are consistent business development tips for lawyers, along with success stories of lawyers who transformed their practices by overcoming procrastination. 1. Consistent Business Development Tips for Lawyers: Block Time Schedule BD time on your […]
Lawyer procrastination in business development is one of the most common challenges I see in my coaching work. 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”… Lawyer procrastination in business development is more damaging than most […]
Storytelling for lawyers business development is one of the most powerful — and underused — tools available. 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 […]
