For years, many lawyers were taught either directly or indirectly that successful business development meant becoming the loudest person in the room.
But after interviewing more than 60 successful women rainmakers around the world for my new book, I found something very different.
The most effective business developers were often not the most aggressive. They were: authentic consistent relationship-focused highly responsive genuinely interested in other people
And importantly, they developed practices in ways that reflected who they actually were.
One labor lawyer built relationships by inviting clients on walks and hikes.
Another strengthens client relationships through evenings at the opera with clients and their families.
Others focus on daily habits: coffee meetings, thoughtful follow-ups, sharing articles, or simply staying in touch over time.
None of this is accidental.
It reflects a long-term mindset about trust, relationships, and consistency not transactional networking.
In an article for PM Forum’s PM Magazine, I share five lessons from women rainmakers and what they mean for all lawyers, law firms, and business development teams. I will provide a link in the comments.
Id love to hear:
Do you think the legal profession is changing its view of what effective business development looks like?
