Building a career in legal business development is often compared to marathon training: a long, challenging process that requires a strategic approach. Much like how marathon trainees must prioritize their training, legal professionals, specifically female partners, must place client development at the forefront of their daily activities. Altering the business development strategy into a client-centered plan ensures a stronger foundation for success, by building trust not just within the team, but also with potential clients.
The trek to law firm partnership and leadership is essentially a contest for business development. This endeavor, however, can be extremely challenging for female partners, as additional responsibilities such as office management, community appointments, and family obligations may limit the time available for business development. Based on a 2023 law firm diversity report by the National Association of Law Placement, fewer than 28% of partners and 24% of equity partners are women.
Building a successful legal practice requires capitalizing on business opportunities found within one’s network. Rather than working to develop a broad, expansive network, it is more beneficial to create a concentrated network of colleagues, clients, and referral partners. Utilizing the collective expertise, experience, and emotional intelligence within these networks can foster trust between yourselves and prospective clients.
Supporting each other is another essential factor for success—in both business development and marathons. Female partners who align their goals with their peers and support each other’s business development efforts strengthen their networks and increase opportunities for securing profitable clients. As research in the Harvard Business Review has shown, women who advance in leadership roles often have a robust network of female colleagues supporting them. A prime example of this can be seen in groups like MothersEsquire, a nonprofit organization that began as a Facebook group and transformed into a networking platform for female lawyers.
Nurturing this network, however, often competes with a female partner’s professional responsibilities. To balance this, one can use daily interactions to engage in meaningful conversations with clients and referral partners. Even straightforward discussions can yield fruitful results, building trust and culminating in a strong relationship with the client.
The journey of business development, though daunting at the outset, can be profoundly rewarding with the right approach and the support of a reliable network. With mutual support and shared goals, female partners can seize endless opportunities for business development and secure major wins, sans the marathon shoes.