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 a non-negotiable commitment, like a client meeting. Whether 20 minutes daily or 1–2 hours weekly (e.g., Monday mornings), use this time to connect with contacts or draft LinkedIn posts. Small, consistent efforts compound over time.
2. Set Achievable Goals
Momentum builds consistency. Set small goals like meeting one new person weekly or scheduling two client lunches monthly. Celebrate wins to stay motivated and expand efforts as BD becomes second nature.
3. Build Accountability
Partner with a colleague to share BD goals or hire a legal BD coach for guidance. Regular check-ins maintain momentum and refine your approach.
4. Leverage Your Network
Focus on your existing network. Begin with a manageable group of former clients and contacts. Assign them to “A” or “B” categories based on the potential of providing work or referring you, prioritizing these relationships. Over time, adjust your list as needed.
5. Focus on Relationships, Not Transactions
Approach BD as relationship-building, not sales. Long-term connections yield greater returns. Gestures like congratulating a promotion keep you top of mind without being overly sales-focused.
Success Stories of Lawyers Who Beat Procrastination
- Emma: From Reluctant Networker to Success
An introverted associate, Emma committed to one event a month, focusing on two to three meaningful conversations. Within a year, she secured a major piece of work for her firm. - Raj: Breaking the Perfectionism Cycle
Raj, a senior associate, I guided him to prioritize progress over perfection, he began posting short, insightful LinkedIn articles. These posts boosted his visibility, leading to client inquiries and speaking engagements. - Sophia: Turning Feedback into Opportunity
Sophia, a partner, learned the value of client feedback through coaching. Informal client interviews revealed unmet needs, leading to new work and improved satisfaction.
Final Thoughts
BD success stems from consistent effort and authentic relationships. Start small, stay consistent, and focus on meaningful connections. As Emma, Raj, and Sophia demonstrate, overcoming procrastination can transform your practice.
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.