Business Development forLawyers: Building Real Relationships That Lead to Clients, with Megan Senese
Lawyerist Podcast
It takes many interactions to win
Megan notes relationship-building now often requires many more touchpoints—moving from ten to around eighteen interactions.
In episode 608 of the Lawyerist Podcast, Stephanie Everett talks with former Big Law business development professional Megan Senese about the human side of legal marketing and why the most effective client development strategies often look less like selling and more like genuine connection.
For many lawyers, business development feels awkward, performative, and disconnected from the real work of practicing law. Megan challenges that assumption by showing how meaningful relationships, not sales tactics, are what actually drive sustainable growth.
They explore why traditional networking advice fails so many lawyers, how small thoughtful gestures can build stronger professional relationships, and why authenticity matters more than ever in a crowded legal marketplace. Megan also shares practical ideas for nurturing relationships, staying top of mind without being transactional, and approaching business development in a way that feels natural rather than forced.
If the idea of “doing marketing” makes you cringe, this episode offers a more sustainable approach to building relationships, trust, and ultimately a thriving legal practice.
Listen to our previous episodes on Law Firm Marketing & Differentiation.
- #606: Breaking the Copycat Cycle: Building a Law Firm with Personality, with Patrick Patino Apple | Spotify | LTN
- #550: Beyond Content: How AI is Changing Law Firm Marketing, with Gyi Tsakalakis and Conrad Saam Apple | Spotify | LTN
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Chapters / Timestamps:
00:00 – Introduction
02:05 – Why Thoughtful Gestures Strengthen Professional Relationships
05:10 – Meet Megan Senese
06:25 – Why Business Development Feels So Hard for Lawyers
07:10 – How to Make Networking Feel Natural
09:20 – Why Copying Other Firms’ Marketing Doesn’t Work
10:15 – Turning Personal Interests into Business Development
12:30 – Simple Ways to Nurture Professional Relationships
14:00 – Staying Top of Mind Without Being Salesy
15:10 – How Long It Actually Takes to Build Client Relationships
16:05 – How to Ask for Business Without Feeling Awkward
18:05 – Why Listening Creates Better Pitch Opportunities
20:00 – Staying Curious About New Tools and Technology
23:00 – Closing Thoughts
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