Excuse my lack of artistry, but I’ve been experimenting with Midjourney in my spare time to deepen my understanding of AI-generated graphics. No matter how long we’ve been practicing a craft, there is always room to grow as professionals.
Lawyers spend years honing legal skills, but continuous improvement is just as essential when it comes to business development. It is not a box to check — it evolves alongside our careers.
People often ask me, “When is the right time to start training lawyers on business development?”
The answer is simple: start early, and keep going.
Training is not one-size-fits-all, and the focus should shift as lawyers progress through their careers. I’ve seen it work best when it combines strong internal training with outside perspectives. It must also be tailored to each firm’s culture, expectations, and budget. With that in mind, here are some general constructs.
For young lawyers, the emphasis should be on building relationships and developing a niche. At this stage, they are laying the foundation for long-term success.
For mid-level and senior associates, the focus shifts to deepening that niche, increasing visibility in the marketplace, and learning how to communicate strengths with clarity and confidence. Becoming a trusted advisor should also be part of this phase.
For new partners, training should include practicing how to ask for business, identifying opportunities, and learning how to manage a personal pipeline. These are critical skills that are often never formally taught.
For senior partners, development looks different. The priority becomes leadership, mentorship, and guiding others to grow. Their role is not just to generate business, but to help others succeed and strengthen the firm as a whole. Succession planning must also be part of this stage.
The right training at the right time reinforces confidence, builds reputations, and creates stronger client relationships. Most importantly, it reminds us that growth does not stop when you make partner.
This topic is explored in greater depth in my upcoming book, Breaking Ground (PLI 2026), due out in January.
