Technology will continue to narrow the technical gap between firms. Clients will assume skill, and they’ll judge their lawyers and firms even more by what they experience during the engagement.

Great client service isn’t just about responsiveness. It’s about relevance. The lawyers who build the strongest relationships aren’t merely answering questions—they’re helping clients ask better ones.

Staying close doesn’t require fancy tech or flashy marketing. It requires consistency, curiosity, and care.

When you’re in motion, everything gets easier. You have more conversations. You build more confidence. And you experience more growth in your practice.

You won’t always have time to do a lot. But you always have time to do something. Pick one small action each day. Use the margins. Keep your list close. That’s how a lawyer with no time still manages to grow their practice.

After working with hundreds of lawyers at different stages of their business development journey, I’ve noticed certain patterns. Not quirks of personality or “natural” sales talent, but habits and strategies that show up over and over again among the lawyers who reliably grow practices, year after year.

In a world where people’s feeds and inboxes are flooded with noise, the ability to clearly explain ideas, connect dots, and guide decision-making is a serious advantage. It builds trust, opens doors, and drives business.

If you want to build a legal practice, at some point, you have to tune out all the advice online (much of it contradictory) and move forward.

ChatGPT won’t (and shouldn’t) take over your voice, ideas, or relationships. But it can help you act more quickly on your BD and marketing good intentions more often.

Business development is not about waiting indefinitely. It’s about being present and useful until the right moment comes—and then having the confidence to take the next step.