Business development often feels like a wheel spinning in mud. You’re putting in effort, but nothing seems to move. Focus is what helps that wheel finally find traction.

When lawyers start tracking their BD activity, three things happen: They do more of it. They get more intentional about where they spend their time. They get better at it.

The mindset of focusing on process—and not just outcomes—is at the core of growth. It allows you to keep showing up, even when the result is uncertain.

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.