Nurturing your existing key contacts is essential. But don’t forget to dedicate time to meet new people—elevating and expanding your network—which can exponentially increase your opportunities.

Observable metrics—views, likes, followers, connection counts—provide the comfort of immediate validation. Don’t get me wrong - it’s great to build visibility and momentum through marketing. Visibility is important - but insufficient. 

The formula is simple: Start boldly, build strategically, and let your efforts compound consistently. Not easy to execute. But definitely worth the effort.

In a profession where technical competence is table stakes, business opportunities tend to flow to those who consistently make human connection a priority. It really is that simple.

Lawyers who frequently request and generously provide introductions are successful at building their practices. They attract better clients, build deeper relationships, and develop stronger professional reputations.

By consistently engaging your most valuable contacts in meaningful ways, you build the trust and visibility that naturally leads to new opportunities.

It’s easy to fall into a pattern of treating each client matter as a discrete transaction. Draft the contract, handle the litigation, close the deal—then move on to the next task. But that sort of approach won’t help you expand existing client relationships.

In a world of endless sales pitches, be the lawyer who knows when to sell and when to simply share valuable insights. Your audience will appreciate the distinction—and they'll remember you when they need legal counsel.

By breaking your annual goals into actionable, bite-sized tasks, you can stay focused, build momentum, and experience those small “wins” that keep you motivated.

even those closest to us professionally often don't fully understand what we do. I think this is common. And it’s costing lawyers valuable business development opportunities.