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Whether or not you’ve ever worked with a business development consultant, you probably have questions—some practical, some philosophical and some rooted in frustration. I hear them all, and they’re valid. Below are a few of the most common questions Im asked when beginning work with lawyers and firms—along with answers that often lead to breakthroughs.
Try these on for size. Do you see yourself in any of them? Which answers would motivate you to action?
“Do I have to ask for business? The thought of it makes me cringe.”
Not directly—but you do have to be clear about how you help, who you help and why it matters. Think of business development as inviting the right people into a conversation about how you solve their problems.
“Will my reputation suffer if Im perceived as ‘salesy’?”
No one likes being sold to, but everyone appreciates a solution to a real problem. Business development done well doesn’t look like sellingit looks like being helpful, relevant and client-focused.
“What if I write an article or speak on a panel and nothing comes from it?”
Business development is cumulative. Visibility leads to recognition. Recognition leads to trust. Trust leads to opportunity. A single article may not generate new work, but sustained visibility opens doors you didn’t even know existed.
“Why aren’t my colleagues doing it?”
Some may not know how. Others may not want to. But you’re not responsible for their efforts—only your own. The lawyers who commit to learning and improving their business development skills are the ones who create their future.
“I am so busy, how will I find time to network, write articles, do a blog, be on LinkedIn and all the other things you’re going to want me to do?”
You don’t need hours each day—you need focused, consistent effort. Pick 1-2 things and do them well. Start with those that will provide the greatest benefit to your clients. A few minutes spent nurturing relationships or following up can go a long way.
“What if Im not a natural rainmaker?”
You likely are – despite your imposter syndrome or the internal negative self talk. I work with clients who doubt their achievements or fear being exposed as a fraud despite concrete evidence of their competence.
And here’s the deeper truth: building your own client base is the most reliable way to take control of your career. When clients come to you, you gain leverage, independence and options—whether you want to become a partner, launch a practice or shape your workload on your terms. Business development isn’t just a skill—its a long-term strategy for building the career (and life) you actually want.
