Many lawyers bristle at the thought of ‘selling’ their services. In fact, one of the reasons many lawyers went to law school was that they didn’t want to be in a business that required ‘sales.’ The bad news is that there is no such business.
The good news is that lawyers don’t have to ‘sell’ to effectively development business. Great business developers understand that they are really in the Client service and success business. To succeed at business development, simply remember this: A sale is just a pleasant by-product of helping your Clients succeed. Be in the Client success business.