What sets successful business developers—aka rainmakers—apart in today’s legal landscape? Inspired by a Harvard Business Review article and a recent conversation with a friend, Tyson breaks down a study that identified five different types of business developers and explains why only one type actually leads to sustainable firm growth.

Key Takeaways:

The Declining Client Loyalty Trend: In 2018, 76% of clients stuck with their law firms; by 2023, that number dropped to 53%, and by 2028, it's expected to be just 37%.
The Five Business Development Profiles:
1. The Expert – Focuses solely on skill mastery, assuming clients will come.
2. The Confidant – Builds strong client relationships but lacks a structured growth strategy.
3. The Debater – Challenges clients and pushes hard for innovation but risks alienating them.
4. The Realist – Offers brutal honesty but can be perceived as pessimistic.
5. The Activator (The winning strategy) – Proactively builds and leverages relationships, making strategic connections and driving business growth.

The Activator Playbook – How to Grow Your Firm Like a True Rainmaker:

Commit to Business Development:
- Set aside dedicated time (at least 2-3 hours per week) for networking, outreach, and lead generation.
- Balance time between nurturing existing clients and acquiring new ones.
Expand and Leverage Your Network:
- Attend industry events and engage on LinkedIn.
- Introduce clients to other attorneys and create strategic partnerships.
- Set a goal to make three new connections per week.
Create Value Before Clients Ask:
- Send legal updates, trends, and strategic advice without waiting for clients to request it.
- Offer proactive insights tailored to your clients’ needs.
- Choose 5-10 key clients and send them something valuable this week (a checklist, legal update, business tip, etc.).

Action Steps:

Start blocking time for business development on your calendar.
Actively seek and make three new connections each week.
Find ways to provide unexpected value to clients to reinforce your authority and relationships.

Connect with us!

Text Tyson at 314-501-9260 with your thoughts or questions.
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