You do not have to become a salesperson to build a book of business.
Most attorneys dislike business development, not because they are bad at it, but because it gets taught as sales. And most people did not go to law school to sell.
Here is what is actually true. The best rainmakers do not build books by memorizing scripts or forcing themselves into a networking style that does not fit. They build on the expertise, relationships, and natural strengths they already have. The trouble is that most attorneys cannot see what those assets are.
What the inventory does
Twelve questions, about ten minutes. It surfaces which of five business development styles is most natural to you, and gives you one thing to do about it this week.
- The Connector builds through relationships and introductions
- The Expert builds through thought leadership
- The Collaborator builds through internal referrals and cross-selling
- The Networker builds through industry events and associations
- The Advisor builds by deepening the clients they already serve
Most BD training assumes everyone should be a Networker. That assumption is wrong, and it is why so many capable lawyers conclude they are bad at business development.
Who it is for
Mid-level associates and partners at mid-sized firms. It works as a self-assessment, and it works just as well handed to an associate you are trying to develop.
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This is a short form of the 50-question Business Development Strengths Inventory used in the MLARD™ Business & Leadership Development program. MLARD™ and the 85/15 Model™ are trademarks of Susan B. Silverman Consulting.