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Podcast: BE THAT LAWYER
Episode: Jay Harrington: Why Business Development Is a Skill Every Lawyer Must Learn
Description: In this episode, Steve Fretzin and Jay Harrington discuss:Reframing business development as relationship-buildingThe power of owning a book of businessClarifying motivation to overcome resistance to business developmentExecuting business development with focus, structure, and preparation Key Takeaways:Business development is not selling or persuasion but consistent, helpful relationship-building over time. The myth of “natural rainmakers” keeps lawyers from starting when business development is actually a learnable skill. Approaching business development like legal training makes it practical, repeatable, and less intimidating.After several years of practice, firms expect lawyers to have portable client relationships. A book...