Big Law Life #83: Business Development in BigLaw: Structural Barriers No One Talks About
Jul 30, 2025
Business development in large law firms can feel frustratingly slow, even for high achievers. Challenges include long sales cycles and limited access to decision makers. Understanding structural barriers is key to navigating this landscape. Strategies for building credibility without major cases and identifying quiet traction are crucial. The importance of finding an authentic engagement style and taking ownership of your strategy is emphasized. Gain insights into client relationships and learn how to reassess your timing and position for better results.
AI Snips
Chapters
Transcript
Episode notes
Business Development Complexity in BigLaw
- Business development in BigLaw is slow due to complex systems, long sales cycles, and multiple decision makers.
- Success depends more on positioning and practice area than simply talent or effort.
Practice Area Influences Business Development
- Different practice areas have different speeds for generating business.
- Litigation or regulatory work waits for triggering events, impacting sales cycle length.
Quiet Business Development Success
- Effective business development may be quiet and confidential, not publicly visible.
- Different lawyers have unique authentic approaches beyond common networking events.