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When today’s lawyers entered the legal profession, especially the older generation, most probably envisaged that they would spend their days advising clients on important business or personal matters, achieving a high degree of respect that comes from a career in the professions, and earning a good living. Few, I suspect, recognised that they would have to become skilled at business development. However, in today’s highly competitive legal markets, developing business development skills – the ability to manage and grow existing clients, as well as bring in new ones – is essential if lawyers want to be successful. In fact, today’s lawyers will never make partner in their firm unless they are good at business development, regardless of how technically brilliant they are as a lawyer.

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