In today’s episode, I explore the practical side of building and maintaining client relationships as a partner in Big Law. I discuss why a structured approach to business development is crucial and how a simple tracker can help you stay on top of key contacts, follow-ups, and next steps. I share actionable advice on how to confidently ask clients for work and how to keep relationships vibrant and productive, even with long-standing contacts or those you haven’t reached out to in a while.

At a Glance:

0:00 Introduction: Recap of last episode and today’s focus on tracking client outreach and asking for work
2:14 The importance of regular follow-ups and tailoring outreach frequency
3:26 Why business development often fails: The need for a structured tracker
6:01 Personalizing follow-ups: Adding shared interests to strengthen connections
8:15 Reconnecting with dormant contacts: Tips for restarting relationships effectively
9:16 Following up on RFPs: How to stay proactive without seeming desperate
11:14 Scheduling regular tracker reviews to refine your outreach strategy
14:15 Asking clients directly for work: Building confidence and structuring the conversation
17:20 Aligning with client needs: Honest discussions about opportunities and adjustments
18:23 Closing thoughts: Sustaining relationships and preview of next steps in client development

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Do you enjoy listening to Big Law Life? Please consider rating and reviewing the show! This helps support and reach more people like you who want to grow a career in Big Law.

For Apple Podcasts, click here, scroll to the bottom, tap to rate with five stars, and select “Write a Review.” Then be sure to let me know what you loved most about the episode! Also, if you haven’t done so already, follow the podcast here!

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Interested in doing 1-2-1 coaching with Laura Terrell? Or learning more about her work coaching and consulting? - here are ways to reach out to her:

www.lauraterrell.com

laura@lauraterrell.com

Download tracker here: Sample Business Development Tracker.pdf

LinkedIn: https://www.linkedin.com/in/lauralterrell/

Instagram: https://www.instagram.com/lauraterrellcoaching/

Show notes: https://www.lauraterrell.com/podcast

#52: New BigLaw Partners: Use a Tracker to Build Stronger Client Relationships in Big Law