How to maximize your business development during the COVID-19 crisis

Plenty of lawyers in private practice worry about business development during the COVID-19 pandemic, but there may be more opportunities to discover new clients than they realize. And that is thanks to an increase in online events, says Karen Kaplowitz, a lawyer and business development coach.

As president of the New Ellis Group, Kaplowitz has observed webinars with breakout rooms for small group discussions and Zoom lunches or happy hours. Connecting with people, she says, is not that different in person or online. In both situations, focusing on what a client needs, rather than what you want to sell them, is the best approach.

Rainmaking types often miss the travel, meals out with contacts, and camaraderie that comes with physically being around other lawyers, Kaplowitz says. However, she also thinks many are discovering the benefits of long-term telecommuting and may continue to support the work schedules after the pandemic ends.

In This Podcast

Karen Kaplowitz

Karen Kaplowitz is the president of the New Ellis Group, a business-development consulting firm. She specializes in business development strategy, training and coaching for lawyers and other professional service providers. In 1971, Kaplowitz was the third female lawyer hired by O’Melveny & Myers, and a few years later she opened a small, female-owned law firm that focused on plaintiff employment cases. She also was a partner with Alschuler, Grossman & Pines.