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Sales and business development for lawyers: practical strategies to win instructions and grow client relationships

Published by a LexisNexis Practice Management expert

Precedents

Tip

What should you do? How can following this tip help you?

Look the part

Consider your appearance and attire—does it reflect the image you intend for yourself and your firm? Presentation matters greatly. Top performers are impeccably turned out, even on days without scheduled meetings, because they want to be prepared for any opportunity.

Develop rapport and empathy with the person you are meeting

Show genuine interest and curiosity—ask plenty of questions and keep the conversation moving, particularly where there is shared ground or a mutual interest. Be as ready to chat about personal interests as you are to discuss business. A natural connection helps people relax and builds trust. Many individuals enjoy talking about their hobbies and family, so join the conversation.

Do not be put off by the word ‘no’

Identify the reason behind the prospect’s objection or the ‘no’ and evaluate whether a different approach or action could remove the barrier. The best salespeople often say they are not unsettled by rejection and have spent years turning some contacts into clients...

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Jon Whittle

Jon Whittle Consulting Ltd

Jon is a specialist in developing legal businesses using market intelligence and customer insight to implement successful programmes for change. He works with law firms to create sustainable growth alongside successful project management, implementing new technologies and evolving business operations. Jon has been working on the future of law firms for more than fifteen years, focusing on the strategies and tactics that help firms build real and defendable competitive advantage. Whilst working in a senior leadership role at LexisNexis he was also the architect and author of the widely read LexisNexis Bellwether Reports and is a recognised authority on how law firms can build and grow. Previously, Jon worked, for two decades, at board level, in some of the UK’s largest media companies, transforming traditional businesses into growth in the digital age. He now applies the fruits of this experience,...

Web page updated on 22/05/2026

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