BD Blueprint: Why Business Development Must Be a Career-Long Priority for Attorneys
May 29, 2025
In the legal profession, technical expertise may get you in the door—but it's business development that determines how far you'll go.
Whether you're a seasoned partner or a rising associate, investing consistent time and effort into business development is no longer optional—it's essential. It’s not just about landing new clients. It’s about building a professional identity that carries weight, trust, and influence in the legal market.
One of the most overlooked truths in law firm economics is this: an attorney’s value—whether within their current firm or when making a lateral move—is directly tied to their contacts, a transferable book of business, and their ability to bring strong, sustainable relationships to the practice. These aren’t built overnight. They’re cultivated over years of proactive networking, thought leadership, and delivering results that earn loyalty.
When firms make partnership decisions or evaluate lateral hires, they’re not just reviewing billable hours. They’re asking:
- Who does this person know?
- Can they bring business?
- Do they have trusted relationships that align with our firm’s strategic goals?
If your answers to those questions aren’t clear, your path to leadership or transition may hit invisible roadblocks. That frustration you’re feeling when you're passed over for partnership—or that unexpected silence after a lateral application—may not be about your skillset. It may be about your perceived market value: your relationships, your reputation, and your ability to deliver future revenue.
Here’s the reality: The strongest attorneys are also savvy business developers. They’ve been laying the groundwork for years. So the next time you're focused on climbing the ladder or making a move, ask yourself: Have I put in the time to build something worth bringing with me?
The good news? It’s never too early—or too late—to start.
Anthonia Berry, MBA, NP
CEO + Chief Strategist
Strategy Academy
