Articles From the Team
Do Lawyers have to carry out Business Development?
Business Development – no matter how you feel, it is becoming a fundamental part of a lawyers’ life.
Why is it important?
Most of the firms that I work with are very interested in candidates who aspire to be more than just a lawyer. That extra entrepreneurial edge can help you stand out from the crowd. People who have that extra edge and want to develop the wider team and practice are very attractive.
There may be an existing case load and repeat clients already, but what happens when this work is all done? How does your case load get replenished? Maybe, as part of your role, you will need to build up your own case load. If this isn’t something that you have done before, have a think about strategies and tactics that you would use and be ready to talk about this at interview.
As more and more law firms are starting to lead the way, the competition for the work gets tighter. The firms want to be able to get their brand out there, showcase their fantastic talent within the business and provide the best deal for their clients. Lawyers need to be out there spreading the positive word about their firm! The early bird catches the worm!
By getting out there into the market place, you have the chance to meet potential clients and other professionals. Firstly, it helps you to get an insight into the market beyond your desk. You also make connections within the field that you work and it helps them to buy into you. You are able to help to put a face to a name which then makes it easier when they are referring their own clients to you.
I have found that questions surrounding business development have become more frequently asked during interview. How have you taken part in business development before? How did you build up your caseload? How did you generate your work? Was this successful? This should become a significant part of your interview preparation!
You may love it, you may loathe it – but in today’s industry, it has to be done!