"Business development has never truly been about proximity to a bar cart. It is about trust, relevance, and consistency-all factors of relationship building which take time and patience. Working mothers who understand that distinction are often better positioned to build sustainable books of business than their peers who equate visibility with value."
"Clients do not hire lawyers because they attended the most receptions. They hire lawyers who solve problems and who are responsive both to their needs and to their complaints. Business development is not attending everything or being the last person standing at an industry event, but rather strategic relationship cultivation, industry fluency, follow-up discipline, and becoming synonymous with particular solutions."
Traditional legal business development models centered on golf outings, evening receptions, and weekend conferences assume someone else manages home responsibilities. This structure excludes working mothers, particularly single parents, who lack extensive backup support. However, this model is increasingly outdated. Genuine business development depends on trust, relevance, and consistency—relationship-building factors requiring time and patience. Working mothers often excel at sustainable business development by understanding that client relationships stem from problem-solving ability and responsiveness, not event attendance frequency. Effective business development involves strategic relationship cultivation, industry expertise, follow-up discipline, and specialization rather than performative networking or constant visibility.
Read at Above the Law
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