In the latest episode of the Counsel to Counsel podcast, I speak with Steve Fretzin, a premier business coach, trainer, and speaker on business development. Steve focuses on the legal industry but comes with experience in other industries as well. Steve and I discuss the importance of networking in building a professional services practice, how you can get more out of your networking meetings, and how to do this in a time of social distancing.
The ability to generate work has never been more important for lawyers and other professionals. We are in a recession right now and adapting to the demands of the marketplace is critical. But knowing what services your clients want is only a starting point. A good business plan requires a healthy mix of marketing (or reputation building activities) and business development (or relationship building activities). For lawyers and other professionals, it is the second leg, the relationship building, that is more challenging to master.
Attorneys come out of law school knowing something about a broad cross section of legal subjects. Law school graduates enter the workforce knowing how and do legal research and write briefs. While clinics and internships help aspiring lawyers to start