The Power of Being Present: How Strategic Visibility Builds Legal Business

August 19, 2025

If there’s one thing we know about business development, it’s this: opportunity rarely knocks at your office door—you have to go where it’s knocking.

For lawyers, “showing up” means being intentional about positioning yourself in the spaces where your clients, prospects, and referral sources already gather. This isn’t about scattering your efforts everywhere—it’s about being visible in the right places so decision-makers see you as the natural choice when they need counsel.

Here are three powerful ways to make that happen:

1. Join the Organizations They Belong To Identify the associations, trade groups, and community organizations your ideal clients are active in—and join them. Attend meetings regularly, participate in committees, and become a contributing voice. The goal isn’t just to be “in the room” but to be part of the conversation.

2. Sponsor and Advertise Where They Gather Whether it’s a local chamber gala, an industry conference, or a charity golf tournament, events your clients care about are prime opportunities for visibility. Sponsorships and targeted advertising can help you align your brand with their interests while putting your name in front of the right audience repeatedly.

3. Build Relationships with the Decision-Makers In every organization and event, there are key individuals who influence who gets hired. These might be executives, board members, or industry leaders. Make it a priority to meet them, have meaningful conversations, and follow up afterward. Consistent, genuine connection builds the trust that leads to referrals and engagements.

Clients are far more likely to hire the lawyer they know and see—especially in spaces where they feel you understand their world. By showing up in their circles, you’re not just marketing yourself—you’re building trust, credibility, and a reputation that works for you long after the event is over.

Anthonia Berry, MBA, NP

CEO + Chief Strategist

Strategy Academy