#140: Practical Business Development for BigLaw Mid-Level Associates

Practical business development in BigLaw begins much earlier than most associates think. Mid-level associates are often told to focus on doing excellent work, meeting deadlines, and learning how to become strong lawyers, while client relationships and business development seem like responsibilities reserved for partners and senior associates. But even before BigLaw attorneys are expected to bring in revenue, they need to learn how to build professional relationships so that they even know how to have foundations for business. The partners with significant practices today did not suddenly develop networks when they became senior. Many of their most important relationships accumulated over years or decades and began when everyone involved was still relatively junior.

I explain how mid-levelassociates can start building stronger relationship skills without trying to act like rainmakers too early. BigLaw gives lawyers access to many settings where meaningful connections can begin. The goal is not to collect contacts or turn every conversation into business, but to listen, follow up thoughtfully, and stay in touch. I also cover when to connect on LinkedIn, when to send a brief email, when to keep a partner informed, and why a relationship can be valuable on many levels.

At a Glance

01:20 Why expectations change when you become a mid-level BigLaw associate

02:04 Why building a practice starts before you are expected to originate business

02:56 Why mid-level associates need to understand the business behind the legal work

05:25 The difference between building relationships and owning client relationships

06:41 Where future BigLaw opportunities often come from

07:50 How mid-level associates can create opportunities through existing relationships

09:15 Why having a client request you by name matters

10:12 How to spot potential client needs without independently pitching services

11:26 Why your professional reputation matters more at the mid-level