In today’s episode, I explore the practical side of building and maintaining client relationships as a partner in Big Law. I discuss why a structured approach to business development is crucial and how a simple tracker can help you stay on top of key contacts, follow-ups, and next steps. I share actionable advice on how to confidently ask clients for work and how to keep relationships vibrant and productive, even with long-standing contacts or those you haven’t reached out to in a while.

At a Glance:

• 0:00 Introduction: Recap of last episode and today’s focus on tracking client outreach and asking for work

• 2:14 The importance of regular follow-ups and tailoring outreach frequency

• 3:26 Why business development often fails: The need for a structured tracker

• 6:01 Personalizing follow-ups: Adding shared interests to strengthen connections

• 8:15 Reconnecting with dormant contacts: Tips for restarting relationships effectively

• 9:16 Following up on RFPs: How to stay proactive without seeming desperate

• 11:14 Scheduling regular tracker reviews to refine your outreach strategy

• 14:15 Asking clients directly for work: Building confidence and structuring the conversation

• 17:20 Aligning with client needs: Honest discussions about opportunities and adjustments

• 18:23 Closing thoughts: Sustaining relationships and preview of next steps in client development

Rate, Review, & Follow on Apple Podcasts & Spotify

Do you enjoy listening to Big Law Life?  Please consider rating and reviewing the show! This helps support and reach more people like you who want to grow a career in Big Law. 

For Apple Podcasts, click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, follow the podcast here! 

For Spotify, tap here on your mobile phone, follow the podcast, listen to the show, then find the rating icon below the description, and tap to rate with five stars.

Interested in doing 1-2-1 coaching with Laura Terrell? Or learning more about her work coaching and consulting? - here are ways to reach out to her:

www.lauraterrell.com 

laura@lauraterrell.com  

Download tracker here: Sample Business Development Tracker.pdf

LinkedIn: https://www.linkedin.com/in/lauralterrell/ 

Instagram: https://www.instagram.com/lauraterrellcoaching/ 

Show notes: https://www.lauraterrell.com/podcast