I’ve been talking with law firms about the important power of authenticity when it comes to business development.
And I don’t mean that in a vague, motivational way. Authenticity works because when you develop business in ways that feel genuine to you, you actually do more of it. Your prospects sense your enthusiasm. They can tell you’re not putting on a performance.
Traditionally, the legal profession has loved to categorize people.
The OG law firm consultant David Maister, said that lawyers are either finders, minders, or grinders. It’s a framework has been around for decades, and it’s useful. But what I’ve learned is different.
Human beings are messier and more idiosyncratic than any framework gives them credit for.
When I researched my book Breaking Ground, I noticed something striking about the lawyers who built genuinely thriving practices.
They didn’t force themselves into a mold. Instead, they figured out what they actually enjoyed and built their business development around that. One lawyer who loved the opera brought clients to performances. Another used morning walks as a way to deepen relationships.
These weren’t gimmicksthey were extensions of who these people actually are and what they enjoy.
Introverts and extroverts certainly exist, but the real variance is deeper than that.
The question isn’t whether you’re an introvert or extrovert. It’s whether you’ve given yourself permission to cultivate contacts in ways that feel authentic to you.
That’s where the magic happens.
As for me when I am not working, I authentically like digging holes, moving rocks and gardening.
