Attorney BizDev Podcast
In this podcast, Bill Burns and Tobi Steinemann discuss key topics in law firm business development and attorney marketing.
#15 – Succession Planning in Law Firms
Why do so many firms lack a proper succession plan? Bill and Tobi explore why the incentives are often stacked against a smooth handoff – and what to do about it.
#14 – Digital Legal Marketing
Digital is just a new format for the same game: Bill and Tobi discuss how the fundamentals of legal marketing translate into digital channels.
#13 – Attorney Marketing to Existing Clients
Acquiring a new client can cost upwards of $25,000 and take one to two years of work, with conversion rates as low as 2–10%. Meanwhile, increasing client retention by just 5% can boost profits by more than 25%.
#12 – Bill's BD Framework (Part 3/3): The Final Pieces
You've done the work. The matter is closed. Now what? Many attorneys move straight on to the next brief. In doing so, they walk away from some of the most valuable business development opportunities they'll ever have.
#11 – Bill's BD Framework (Part 2/3): Disagreeing with Clients and more!
Your client is convinced they know exactly what they need. But what if they're wrong? In this episode, Bill and Tobi tackle the second part of Bill's framework of the seven essential steps in attorney business development.
#10 – Bill's BD Framework (Part 1/3): Who Is Your Client?
Most attorneys rush to the pitch. They spot a company, picture themselves doing the work, schedule a lunch, and walk in ready to sell. Then they wonder why nothing comes of it.
#09 – Law Firm Branding: How Firm Brand and Personal Brand Work Together
You've been told to build your personal brand. Your firm has its own brand. So which one actually wins clients? And what happens when the two don't line up?
#08 – How Attorneys Use LinkedIn for Business Development
Most attorneys know they should be on LinkedIn. Far fewer know how to actually use it for business development.
#07 – How Lawyers Make Time for Business Development
You know you should be doing more business development. The problem is finding the time between client work, billable hour targets, and, well, the rest of your life.
#06 – Personal Branding for Lawyers: What Clients Really See
What do people actually think of you as a lawyer? And are you shaping that perception on purpose? In this episode, Bill and Tobi break down what personal branding really means for attorneys and why it’s far more than just LinkedIn posts.
#05 – Referral Marketing: How Lawyers Get More Recommendations
Referrals are all around you. The question is: are you actually seeing them? In this episode Tobi and Bill unpack what really drives referral marketing for lawyers and why “just do good work” is only the beginning.
#04 – Business Development for Young Attorneys
Business doesn’t fall out of the sky. And yet many young attorneys start their careers as if it might.
#03 – How to Close a Client
Great conversations don’t automatically turn into business. So what actually closes the deal? Bill and Tobi tackle the final – and often most uncomfortable – stage of business development: asking for the work.
#02 – How to find out what clients really need
How do you figure out what clients really want? Especially when they’re not saying it out loud...
#01 – How to Build Business Relationships
Attorney business development is heavily based on relationships. Many lawyers focus on showcasing their legal expertise instead of properly looking after their relationships. In this episode, Bill and Tobi discuss why relationships are the differentiating factor and what lawyers can actively do to successfully build relationships that will help develop their business.