Business Development
If you’re looking for a silver bullet for business development: it doesn’t exist.
And yet, it is a skill and one you can build over time.
Start early. Build the habits now. It is not a switch you simply flip when you make partner.
Here’s what I’ve learned about what actually moves the needle:
- consistency > intensity
Small, regular outreach—a LinkedIn post, a coffee, a check-in email—it all compounds over time.
- build your own tracker
If a fancy CRM isn’t your thing, don’t force it. I use a mix of spreadsheets, calendar reminders, and (sometimes) a good old paper list.
- diversify your time
Not all business development is client-facing. Podcasting, bar involvement, mentoring, and DEI work all build your brand, deepen relationships, and open referral pipelines.
- delegate, delegate, delegate
Protect your time for high-value work. Delegate routine admin, scheduling, and more. The more you let go, the more you can focus on what matters.
- make it routine
Schedule it like a client meeting. If you don’t block time for BD, it will always get pushed aside by urgent billable work.
🌟 Every successful partner I know built their book through consistent, intentional effort—not magic or personality alone. 🌟
Rainmakers know and embody these things:
- Investment time in thought leadership, mentoring, and networking drives long-term revenue, retention, and firm reputation.
- Strategic, targeted outreach to your core network is more effective than spreading yourself thin at every event or on every platform.
- People connect with authenticity and vulnerability.
- Get to know what your colleagues do and introduce clients to the right internal experts.
- After big matters, debrief with clients and your team. Use those lessons to refine your approach.
- Sustainable careers are built on boundaries. Block time for wellness, family, and non-billable pursuits that recharge you.
- Mentoring and sponsoring associates isn’t just good citizenship—it’s how you build loyal teams and future partners.
Business development and sustainability in big law aren’t about being everywhere or doing everything.
It is about being intentional, playing the long game, and building a practice.
Off to it.
♥️✌🏻🔥
Disclaimer: The views and opinions expressed here are solely my own and do not necessarily reflect the official policy or position of Husch Blackwell LLP or any other organization. Examples are generalized and do not reflect current client matters or firm positions.