"Business development is not an event. It is a pattern. It is the accumulation of small moments, handled well, over a long period of time."
"Meaningful work almost never comes from a single interaction. It comes from familiarity. It comes from someone seeing you operate over time and deciding, often without announcing it, that you are someone they trust."
"The idea of the 'big pitch' is so misleading. Lawyers spend time trying to perfect what they will say when the opportunity comes, instead of focusing on what actually creates the opportunity."
Young lawyers often seek immediate tactics for business development, expecting quick results from pitches or scripts. However, successful business development is a long-term process that relies on building trust and familiarity over time. It is not about a single conversation or event but rather the accumulation of small, well-handled moments. Lawyers often misunderstand rainmaking, focusing on perfecting pitches instead of creating opportunities through consistent engagement and relationship-building.
Read at Above the Law
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