Turn Unfocused Business Development Activities into Clients
Dear Friends,
Welcome to the 17th edition of Short & Sweet, a weekly newsletter where I provide brief tips for attorneys to build their brand and book of business, on and off of LinkedIn. Read until the end to see my LinkedIn tip of the week.
For most of my legal career, my business development activities were unfocused and didn’t produce results.
I did what everyone else told me to do:
Attend random networking events that led nowhere
Posted sporadically on LinkedIn with little engagement
Waited for referrals instead of actively generating leads
I told myself I didn’t have time for business development because I was busy billing hours.
And yet, I watched other attorneys get the best opportunities:
Industry awards
Speaking invitations
A steady stream of clients
Thought leadership recognition
I wasn’t treating business development as a critical part of my practice. I spent years honing my legal expertise, but didn’t invest in learning how to position myself, attract the right clients, or stand out in the IP industry.
When I saw a coach speak at an event 14 years into my career, a lightbulb went off and I hired her.
With the right strategy and accountability from a coach, I:
Built a practice worth hundreds of thousands of dollars
Increased my legal practice revenue 35% year-over-year
Became a sought-after speaker and podcast guest
Co-wrote a bestselling book
Launched my own business with an aligned network already supporting me
I did this without working more hours—just working smarter.
Most attorneys are stuck in a cycle of reactive business development. They wait for opportunities instead of creating them.
The attorneys who dominate the industry have a system for:
Positioning themselves as go-to experts
Attracting their ideal clients and referral partners
Leveraging LinkedIn and other thought leadership activities to grow their visibility
This is what I help IP attorneys do inside my 90-day full-spectrum business development and LinkedIn coaching program.
I had 14 years of missed opportunities, slow growth, and figuring things out on my own. You don’t have to wait that long.
Schedule a time to chat with me to get going now.
Warmest Regards and see you next week,
Jamie
LinkedIn Tip of The Week:
Here are some tips to keep your posts reader friendly so you continue to build your audience.
→ Open with a strong hook or thought-provoking question.
→ Break text into spaced paragraphs to keep readers engaged.
→ Include bullet points or numbered lists when applicable.
→ Avoid legalese.
→ Close with a question people can answer in the comments.
→ Direct the next step with a Call to Action (CTA) like schedule a call at the link in my profile, subscribe to my newsletter, ring my bell to follow me, register for my event, etc.
