I hear a lot about lawyers venturing into law firm land later in their careers.
So, if you were just named partner after a stellar career in government or an in-house department, congratulations—and welcome to a new chapter.
Now comes the part they didn’t teach in law school (or the public sector): business development.
It may feel unfamiliar, and not part of your DNA, but it’s entirely doable—and incredibly rewarding.
Here are four great places to start:
Take stock of your network
You may think you don’t know many people. You do.
Think back to colleagues in government, friends from law school, people from earlier jobs, associations, and even college or high school.
Then—let them know what you’re doing. Reconnect, and consider reaching out on LinkedIn (always with a short, personal note).
You’d be surprised how many people are cheering you on and open to staying in touch.
Sharpen your BD skills
Ask whether your firm offers training or coaching.
If not, consider finding a coach on your own.
Offer to shadow colleagues on new business calls.
Watch how they build rapport and make a pitch—and add value where you can.
In addition to following me on LinkedIn, follow Samantha McKenna, David Ackert, and Mo Bunnell for ideas and inspiration.
Get out and about
The more people you meet in different industries and circles, the more likely you’ll build a rich, non-transitive network—a network filled with people who don’t already know each other.
That kind of diversity opens doors.
(Want to learn more? Check out Nicholas Christakis’s work on how social networks are created and foster ideas.)
Make a plan
Your plan doesn’t need to be perfect and will likely evolve.
Start with a one-page written document that includes a strategy that aligns with your practice and firm, then set goals and deadlines to keep yourself moving forward.
Business development is a skill, not a mystery. And like any skill, it does get better with practice.
If you’ve made this transition—or are in the middle of one—I’d love to hear what worked best for you.
