BE THAT LAWYER Jay Harrington: Why Business Development Is a Skill Every Lawyer Must Learn
In this episode, Steve Fretzin and Jay Harrington discuss:
- Reframing business development as relationship-building
- The power of owning a book of business
- Clarifying motivation to overcome resistance to business development
- Executing business development with focus, structure, and preparation
Key Takeaways:
- Business development is not selling or persuasion but consistent, helpful relationship-building over time. The myth of “natural rainmakers” keeps lawyers from starting when business development is actually a learnable skill. Approaching business development like legal training makes it practical, repeatable, and less intimidating.
- After several years of practice, firms expect lawyers to have portable client relationships. A book of business creates leverage, autonomy, and flexibility across firms or career paths. Without one, even strong lawyers may find their options limited.
- Many lawyers avoid business development due to fear, overwhelm, or discomfort with selling. Sustainable effort starts by defining a clear personal “why,” such as freedom or stability. Because client work always takes priority, business development only happens when time is protected intentionally.
- Consistent actions like scheduled outreach, focused contact lists, and light thought leadership compound. Effective networking prioritizes generosity, warm introductions, and strategic communities. Securing a meeting is only the start; preparation and process determine whether opportunities close.
"Business Development is not some secret. It truly is just relationship building, being consistent, being helpful to people." — Jay Harrington
Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.
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About Jay Harrington: Before joining Latitude, Jay spent more than 25 years in the legal industry as a practicing attorney and entrepreneur. He began his career in corporate restructuring with Skadden, Arps, Slate, Meagher & Flom LLP in Chicago and later practiced at Foley & Lardner LLP in Detroit. In 2009, he founded his own boutique law firm in Detroit, where he represented companies and executives in complex business disputes and restructuring matters.
For the past decade, Jay has advised lawyers and law firms on business development, marketing, and strategy through his own consulting firm. He is a frequent keynote speaker and workshop leader at law firm retreats, bar association events, and professional conferences, focusing on topics such as productivity, leadership, and practice growth.
Jay is also the author of three books for lawyers—The Productivity Pivot, The Essential Associate, and One of a Kind—each focused on helping attorneys build rewarding, sustainable, and successful practices.
He earned his J.D. from the University of Michigan Law School and his B.A. from Bowling Green State University, where he played Division I baseball and competed in the 1998 College World Series Regionals.
Outside of work, Jay is a U.S. Soccer–licensed coach and manages his twin daughters’ competitive North Storm club team. He and his wife, Heather, live in Michigan with their three daughters. He enjoys spending time outdoors—hiking, mountain biking, and paddle boarding—and experience has taught him that the best ideas often come while on the trail or on the water.
Connect with Jay Harrington:
Website: https://latitudelegal.com/
LinkedIn: https://www.linkedin.com/in/jayharrington/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
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