Today’s guest post comes from legal marketing expert Megan Senese. After working in law firms for more than a decade, Megan co-founded stage, a women-owned legal marketing and business development company for law firms and lawyers. Megan also co-hosts an awesome podcast, So Much to Say, where I was a recent guest (listen here).Here is megan:
You're here this summer to learn how to be a great lawyer. That’s the goal, and it’s the right one. I also want to plant another idea that’s just as important: it’s never too early to start thinking about business development. I know . . . those words can sound like corporate speak or the inspirational posters hanging in a guidance counselor’s office.
Business development is just a fancy way of saying relationships.
The most successful lawyers are those who start early and remain consistent. Not because someone told them to but because they found a way to make it a natural part of how they show up in the world.
Too many lawyers wait. They wait to write until they’re a senior associate. They wait to reconnect with classmates until they need something or become partner. They wait to build their network until they're told to go find clients, and now it's been ten years since they last spoke. They wait for a specific title, the right firm, more confidence, market conditions, etc., etc., etc.
Lawyers who grow into trusted advisors and rainmakers don’t treat business development like a future skill. They stay in touch. They pay attention. They build habits early. They build relationships in a thoughtful way.
And that’s something you can do, too, without adding another thing to your to-do list.
How to build relationships now.
Reconnect: Message a classmate and ask how their summer is going. Don't overthink it. Just check in.
Write: Jot down something you've learned this summer and post it to LinkedIn. It doesn't have to be groundbreaking, just real and authentic.
Reach out: Chat with the second-year associate you're working with and grab a coffee. People love to share how they navigated their early years.
Start your contact list: Make a note of the people you meet. A spreadsheet, a note on your phone, a folder in your inbox, whatever works for you. Just keep track consistently.
Stay curious: Listen to legal podcasts like Jonah's (and mine—So Much to Say) to hear how real lawyers build relationships and careers. Read the articles and the books, go to the conferences, and get all the information.
If you wait until you are a specific title, demands start to pile in from all directions, and it gets a lot harder to prioritize business development.
It becomes that thing you know you should do but never actually get to because you will do it later.
Build a business relationship-building routine.
You can start building a routine now that fits into your life and is sustainable. It doesn’t have to be all encompassing. It can be one small action a day. So that might look like:
30 minutes on Friday mornings to send a few catch-up texts.
Writing one LinkedIn post every two weeks.
Creating a short list of people you want to stay in touch with and finding small ways to check in with them once or twice a year.
If you start developing those habits now, these habits will become second nature later when your billable work ramps up and your day gets crowded.
You won't have to scramble to “do BD.” It’ll just be part of how you move through your career.
Business development isn’t about pitching or being salesy or being showy.
It’s not about asking for favors. It’s not about putting on a show.
It’s about keeping relationships warm when you don't need anything.
It’s about checking in, cheering people on, and showing up.
It’s about being consistent, curious, and kind.
You don’t need a title.
You need to care and carve out a little space for it regularly.
Start now. Start small. Do what feels like you.
You've got this.
Enjoy the rest of your summer,
Megan
Thanks again to Emily for this awesome advice. Keep standing out.
