Business development isn’t something you do when things quiet down. It’s something you build into your busy life — one small, consistent effort at a time.
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One of the most common challenges I hear from lawyers — whether they’re junior partners or senior associates — is this:
“I want to build my own practice. But I’m already drowning in legal work. How am I supposed to find time for business development on top of everything else?”
It’s a fair question. And the honest answer is: There’s no hack. No magical block of free time waiting to be discovered in a day already packed with deadlines and client demands.
But there is a path forward. And it starts with letting go of the idea that you need long stretches of time to make meaningful progress.
Lower the Bar (So You Can Raise Your Results)
That two- to three-hour window you’ve optimistically blocked on Friday afternoon for business development? It probably won’t happen. By the time Friday rolls around, your energy is shot, and other fires have taken over.
Instead of chasing perfect conditions, shift your mindset by asking yourself: What small progress can I make today?
Take 15 minutes — 20, maybe. Not a heroic sprint—just a small forward step. Done consistently, those steps stack up in a big way over the course of a year.
Here’s how to get started.
1. Know Your “Why”
For many lawyers, the real motivation behind business development is autonomy. When you have your own clients, you gain more control over your time, your work and your career. Get clear on your deeper reason, because that clarity fuels persistence.
2. Break Big Goals into Tiny Steps
Don’t focus solely on the finish line (“Build a $1 million book of business”). Instead, plan out the small, concrete actions that get you there. One email. One lunch. One article draft.
3. Invest in What Compounds
Relationships are the classic compounding asset of business development. Every small interaction — checking in, making an introduction, sharing a resource — adds value over time, and makes new engagements and referrals flow more consistently.
4. Make It Real: Add It to Your Calendar
Lawyers are great at hitting deadlines. So give yourself one. Block time, even if it’s short. Treat business development like any other important matter on your to-do list.
5. Celebrate the Small Wins
Sent a note? Made a new connection? Followed up with a prospect? That’s progress. Don’t wait until you’ve landed a client to feel like you’re succeeding.
Keep Going
Law practices are built like anything else worth building: incrementally. Day by day. Conversation by conversation. Win by win. Start today — with one small step.
Related Reading for Law Firm Associates
Path to a Successful Legal Career: Learn to Love the Process
17 Things I Wish I Knew as a First-Year Associate
Lawyer Time Management: Four Productivity Building Blocks of Effective Lawyers
Making the Transition from Diligent Law Firm Associate to Rainmaking Partner
How to Set Yourself Up for a Productive Day
Listen to Jay Harrington on Attorney at Work Today
One of a Kind: A Proven Path to a Profitable Law Practice
BY JAY HARRINGTON
In today’s legal market, developing a profitable and consistent book of business requires a strategic approach. If you’re open to new ideas and are interested in growing your practice, this book is a great resource to kickstart the next stage in your career.
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