The Rainmaking Podcast TRP 217: How to Improve Lawyer Engagement in Business Development with Lynn Tellefsen Stehle
In this episode of The Rainmaking Podcast, host Scott Love speaks with Lynn Tellefsen Stehle, a law firm marketing and business development expert, about how to improve lawyer engagement in business development. Lynn shares insights from her extensive experience in legal marketing, emphasizing that successful business development requires a shift in mindset, structured systems, and leveraging individual strengths. She explains that many attorneys struggle with business development because it’s not a skill taught in law school, and some feel uncomfortable with the idea of self-promotion. However, by focusing on relationship-building and providing value, lawyers can engage in business development in an authentic and effective way.
Key topics include how law firms can structure their teams for business development success, the importance of assigning roles based on individual strengths, and how firms can support lawyers through training, coaching, and technology. Lynn discusses how law firm leaders can create a culture of collaboration, ensuring that attorneys feel supported rather than pressured in their business development efforts. She also explores how firms can use modern CRM and data-driven marketing strategies to track and enhance business development outcomes. Additionally, she shares insights on how firms can use business development as a recruiting tool to attract lateral partners, emphasizing that rainmakers are drawn to firms with strong business development infrastructure. This episode provides practical strategies for law firms looking to increase engagement, improve business development results, and create a sustainable growth strategy.
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“My journey began in legal technology, where I spent 15 years developing and marketing IP software systems and services. Later, as the head of marketing and business development for three AmLaw 100 firms, I helped lead growth initiatives that resulted in profitable expansion, leveraging technology to enhance productivity, and strengthening of key client relationships.
“Throughout my career, I've excelled at developing highly responsive and effective marketing and business development operations and initiatives, coaching lawyers in business development, tailoring strategies to their individual strengths and firm cultures. I've consistently implemented successful initiatives that have profitably expanded and strengthened the business. My "superpower" is the ability to effectively coach and engage lawyers by meeting them where they are at to help them chart their unique pathway to growth.
“Today, as the head of Client Collaboration at Nexl, I help law firms find better ways to grow. By leveraging Nexl’s platform, I help our clients to adapt modern tech to expand lawyer engagement, participation in business development, and marketing activities that lead to stronger client relationships and profitable new business.
“I'm passionate about bridging the gap between legal services and technology, helping firms overcome change management challenges and embrace modern tech for growth. If you're interested in discussing legal marketing trends, innovative business development strategies, interested in how modern technology can transform law firm operations, let's connect!”
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This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link:
https://www.leopardsolutions.com/index.php/request-a-demo/
Links:
https://www.linkedin.com/in/lynntell/
https://go.nexl.cloud/rainmakerconfidential
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