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.