Back as a lawyer in 2001, I could see that golf was going to be as important for my career as doing a great job. The golf course was where client relationships were enhanced while hitting balls across a field, and where lawyers looking to impress their partners would limber up with all the golf kit to join in on special golf days.
I watched senior women that were not yet partners become golf enthusiasts, and while I am sure some of them did like the game, it wasn't particularly inspiring to watch women play a traditionally male dominated sport to enhance their careers.
Whilst the days of the golf course, or staying out for beers until 2am, do still exist as traditional ways of building client relationships, I am happy to say that these business development methods are outdated in many legal specialisations and clients respond positively to different and more modern ways of getting to know their law firm providers.
The partners I know that are best at new client development don't just focus on a client lunch to ask for work. They build their relationships carefully, finding common ground, thinking about how they can help a client with interesting articles, providing initial legal information (without being paid for it), or preparing interesting pieces on new areas of the law or something specific to their requirements. They are in touch on a regular basis to continually build this connection.
These partners engage constantly with their BD team and their lawyers to help prepare these articles, presentations and seminars, saving them time and knowing that it benefits the firm and the lawyers in their team for their practice to be busy.
Their networks within their sector are extensive. And most importantly, these partners are seen. On Linkedin, at industry events, at in person meetings. And thankfully, not on golf courses or in bars until 2am.
#lawfirmpartners
#businessdevelopment
#newclients
Trusted Business Advisor | DEI Champion | Professional Listener | Creative Solutionist
1moStars of the DC Region!!