The Two Simple Business Development Hacks I’d Tell Every Lawyer
Want to build better professional relationships?
Want more legal work?
Here are two very simple but often neglected things that still work, but that a lot of lawyers still don’t do well enough.
1. Call people back.
2. Acknowledge emails quickly.
That’s it.
When I started my own firm, a more senior lawyer gave me some rock solid advice - “over-service everyone but don’t charge them for it.”
I took it to heart.
I returned every call as quickly as I could.
I acknowledged and replied to every email asap and no later than the end of the day.
I answered the office phone myself when no-one else could.
I acknowledge this was the early days of the practice so work was not yet coming in red hot.
It wasn’t rocket science though.
It was just good manners, consistency, and a bit of discipline.
The people on the other side expressed surprise at me contacting them back so quickly.
And guess what?
It worked.
I built trust with a lot of people quickly as the lawyer who answered his emails and phone calls quickly.
I got referrals. I got work. Lots of it.
Years later, I still try to hold myself to the same standard.
Timely communication builds confidence and credibility and both lead to more opportunity.
Clients still express surprise when I answer the phone - but seriously what am I supposed to do - let it ring out when someone else is too busy. And it is still my business by the way. And I still enjoy talking to my clients.
So if you’re serious about business development, don’t overthink it.
Return phone calls quickly and acknowledge emails quickly
And yes, especially if one of those calls or emails is from me!
Want help with your BD strategy or building better client habits?
We coach lawyers and law firms to do the simple stuff well and build on it from there.
We have a range of coaching services to help you with your professional development
Reach out to me for more business development information or advice
Paul Ippolito is Principal of Ippolito Advisory. He is a legal futurist, lawyer coach and consultant to the legal profession. Paul is available for media enquiries, speaking and consulting. You can contact him here.
