If the words “business development” make you think of awkward networking events or slick sales tactics that just don’t feel like you, you’re not alone. Plenty of lawyers will say “I don’t really do business development, but the reality? You probably do more business development than you think.
In fact, chances are you’re already laying the foundations of strong client relationships, growing your network, and bringing work into your firm, just not in the stereotypical way people associate with business development.
You Might Be Doing Business Development If You…
- Show up to relevant networking events and talk to people who don’t come with you
- Have had referrals from other firms, departments, or even past clients
- Post or engage on LinkedIn more than once in a blue moon
- Get repeat work from clients who trust you and know you deliver
- Belong to a legal or professional group, panel, or community
- Have spoken at an event, contributed to pro bono projects, or shared insight publicly
- Follow up on leads or enquiries that come through the firm’s website
- Have built strong working relationships with accountants, charities, or local businesses
None of this feels overly “salesy,” right? That’s because business development, especially in the legal world, isn’t about selling, it’s about connecting, adding value, and being visible.
5 More Ways You Might Be Doing Business Development Without Realising
Still not convinced you do business development? Here are five more low-key but powerful BD behaviours:
1) Being known for your niche
Whether it’s agricultural succession planning, children cases involving international elements, or serious injury claims, being known for a specific area makes you the go-to lawyer in your field.
2) Communicating clearly with clients
Explaining things well (and with empathy) builds trust, and that trust often turns into referrals and recommendations.
3) Staying in touch after a matter wraps up
Dropping a client a note or checking in months later? That’s called aftercare, and it keeps the relationship warm for future work or word-of-mouth referrals.
4) Getting involved in marketing
Submitting entries for awards, providing testimonials, or offering to contribute to the firm’s blog or video content all raise your profile in the market – and that’s business development
5) Asking clients for honest feedback
When clients feel heard, they’re more likely to return, and refer.
Business Development Doesn’t Have to Be Loud
Business development doesn’t have to mean being the loudest voice in the room. It’s about being proactive rather than waiting for work to land on your desk.
It’s building a reputation. It’s being helpful. It’s following up. It’s delivering such a good client experience that people talk about you after the matter ends.
And if you’re already doing those things? Then yes, you are doing business development.
If you’re looking to grow your legal career or take the next step, whether into leadership, partnership, or a new firm, business development skills (in all their subtle forms) can help you get there.
You don’t need to reinvent yourself as a “seller.” You just need to keep doing what you’re already doing, with a little more intention and confidence.
Want help positioning your experience and strengths for your next role?
Our specialist legal recruiters are here to help. Let’s chat – no pressure, no sales pitch – just honest career advice and insight into opportunities where you’ll be valued for everything you already bring to the table.
