The lesson here for lawyers is that expanding your practice through business development isn't simply about adding more contacts and clients; it's about continually ascending the value chain.
10 Important Principles for Improving Your Legal Marketing
Marketing is all about staying visible and building trust with an audience, but the composition of that audience matters. It's far more important to be known well by a relatively small audience of the “right” people (your ideal clients), than well known by a large following of people who can't and/or won't help you achieve your objectives.