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 lawyer he was so excited to tell me that this former client was about to buy a company in Japan and wanted him to come on the trip to close the deal. That file, he told me, more than paid for ten years of my coaching.
It’s surprising how many lawyers I start coaching who don’t use their firm’s CRM system at all. Whether at large national firms or small boutiques, they often rely entirely on Outlook to look up names, email addresses, or phone numbers. Some I have coached don’t even use the ‘contacts’ element of Outlook – if they want a phone number, they search for an earlier email that would likely have that info.
That’s why I encourage them to start with what they already use: their own inbox.
I can’t tell you how many coaching sessions I’ve had where a lawyer says, “I don’t know who to reach out to.” Yet when we scroll together through their Outlook, the names come flooding back – past clients, past prosepcts, and former colleagues.
The truth is, you already know dozens of people who could help grow your practice. You’ve just lost track of them.
Here’s how to fix that:
Scroll, Don’t Search – Skip the search bar. Just scroll through your inbox – especially from the last two or three years. It jogs your memory in a way that no CRM search field ever will.
Make a Shortlist – As you scroll, flag people you liked working with or who seemed to value your work. Aim for 10 to 15 names. You don’t need 100 – just a focused, high-potential group.
Reconnect with a Reason – No need to ask for work. Just reappear on the radar. A short email to say, “I was thinking of you the other day,” or “Saw something that reminded me of our work together,” is enough. No pressure. Just presence.
Build This Into a Habit
Every month, scroll for 20 minutes. Add maybe 10 names to your personal “BD maintenance” list. It’s a small, manageable routine that builds long-term results.
Bottom line: you don’t need a new CRM system. Just start with the people you already know and bring them back to life.
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.