How to Support Lawyers in Business Development… Without Compromising Their Professional Identity
In law firms, legal excellence is a given. But when it comes to business development, things get a bit more delicate. Because selling — or even simply being visible — doesn’t come naturally to many lawyers. And yet, the legal world is evolving. So are firms. And so are client expectations.
Lawyers Are Not Salespeople (And That’s Perfectly Fine)
Here’s what I often see in the firms I support:
- Partners are overloaded and expected to carry most of the business development responsibilities.
- Associates are willing to contribute, but lack the tools or confidence to do so.
- Traditional sales training is poorly received — too pushy, too far from the legal mindset.
Business Development for Law Firms: A Different Approach
The goal is not to turn lawyers into salespeople.
It’s to give them the right tools and mindset so they can engage confidently — while staying true to their role as trusted legal advisors.
That’s why I’ve designed a dedicated training program, specifically built for legal professionals and expert-based practices.
A Tailored Business Development Program for Law Firms
Objectives:
- Develop a business-oriented mindset aligned with legal ethics
- Build confidence in client interactions
- Activate simple growth levers (co-optation, cross-selling, visibility…)
Core Topics:
- How to start a strategic client conversation without feeling like you’re “selling”
- How to identify and make the most of business opportunities
- How to create synergies between partners and associates
- How to raise your visibility on LinkedIn or at events — in a professional and subtle way
Methodology:
- Short-format sessions (3 to 4 hours), available in EN/FR/NL
- Real-life legal case studies
- Individual feedback and a respectful, supportive approach
- Available on-site or online
Results We See in Practice:
- Lawyers feel more confident in their business development role
- Opportunities are detected earlier and more frequently
- Stronger alignment between firm culture and growth strategy
- A business development reflex that becomes second nature
Interested? Let’s Talk
Are you a managing partner, HR manager or business development lead in your firm?
Are you looking for a respectful and effective way to involve your lawyers in the firm’s growth?
Get in touch for a quick discovery call or a preview of the program.
I’d be happy to tailor the content to your firm’s needs.