If there is one misconception I wish more lawyers and other professionals would let go of, it is this:
Business development requires you to be someone you are not.
I was recently interviewed by David Lat about my book, “Breaking Ground” 🪴 and what I learned from speaking with more than 60 rainmakers across four continents.
One of the themes that came through again and again is that there is no single way to develop clients.
But there is a common thread.
The most successful lawyers are authentic. They build relationships in ways that reflect their interests, their strengths, and their personalities. Not what they think business development is supposed to look like.
This matters even more when you look at the broader landscape. Women now make up more than half of associates, yet far fewer reach equity partnership.
The ability to develop business remains one of the most important factors in closing that gap.
David’s piece appears in Original Jurisdiction, and was originally published by Bloomberg Law. It brings this to life through a few of the stories we discussed. I think it captures something important. Business development does not have to be forced, intimidating, or performative.
There is much more in the book about the other characteristics that consistently show up among rainmakers (men and women!), including consistency, curiosity, generosity, and follow-through.
I am grateful to David for the thoughtful conversation. I hope you find the article helpful.
Bloomberg Law and Original Jurisdiction – David Lat
