"According to Nancy, times of uncertainty like the 2008 recession or the post-COVID era aren't just disruptive. They're opportunities. The lawyers who thrive during these periods are the ones who lean in, stay agile, and spot gaps in the market others are too distracted or discouraged to see. Whether it's pivoting your messaging, updating your services, or reaching out to a new vertical of clients, the key is strategic flexibility. Waiting for stability is often a trap."
"One of Nancy's most powerful strategies is deceptively simple: focus on daily consistent activity. She encourages lawyers to dedicate just 15 minutes each day to business development whether that's messaging contacts on LinkedIn, sending a warm check-in email, or reaching out to a former client. Too many lawyers treat marketing and networking like fire drills, something to scramble for only when business slows. Nancy believes consistent, manageable effort is how rainmakers are built."
Times of uncertainty like the 2008 recession and the post-COVID era present opportunities for growth when lawyers lean in, stay agile, and spot market gaps others miss. Strategic flexibility includes pivoting messaging, updating services, and targeting new client verticals rather than waiting for stability. Daily, consistent business development—just 15 minutes a day—builds momentum through LinkedIn messages, warm check-ins, and reconnecting with former clients. Treating marketing as a crisis response undermines long-term success. Relying solely on referrals is risky; a well-rounded pipeline requires direct decision-maker relationships. Authentic connections start by listening first and prioritizing empathy in outreach.
Read at Above the Law
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