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:
- The Expert – Focuses solely on skill mastery, assuming clients will come.
- The Confidant – Builds strong client relationships but lacks a structured growth strategy.
- The Debater – Challenges clients and pushes hard for innovation but risks alienating them.
- The Realist – Offers brutal honesty but can be perceived as pessimistic.
- 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.
- Submit podcast topics or questions at maximumlawyer.com/ask.
Don’t miss future episodes—subscribe to the Maximum Lawyer Podcast on your favorite podcast platform!
Popular Podcasts
Fudd Around And Find Out
UConn basketball star Azzi Fudd brings her championship swag to iHeart Women’s Sports with Fudd Around and Find Out, a weekly podcast that takes fans along for the ride as Azzi spends her final year of college trying to reclaim the National Championship and prepare to be a first round WNBA draft pick. Ever wonder what it’s like to be a world-class athlete in the public spotlight while still managing schoolwork, friendships and family time? It’s time to Fudd Around and Find Out!
Crime Junkie
Does hearing about a true crime case always leave you scouring the internet for the truth behind the story? Dive into your next mystery with Crime Junkie. Every Monday, join your host Ashley Flowers as she unravels all the details of infamous and underreported true crime cases with her best friend Brit Prawat. From cold cases to missing persons and heroes in our community who seek justice, Crime Junkie is your destination for theories and stories you won’t hear anywhere else. Whether you're a seasoned true crime enthusiast or new to the genre, you'll find yourself on the edge of your seat awaiting a new episode every Monday. If you can never get enough true crime... Congratulations, you’ve found your people. Follow to join a community of Crime Junkies! Crime Junkie is presented by audiochuck Media Company.
The Breakfast Club
The World's Most Dangerous Morning Show, The Breakfast Club, With DJ Envy, Jess Hilarious, And Charlamagne Tha God!