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Business development is marketing’s aggressive, smart, successful little brother. “Business development” is, in fact, legalmarketingspeak for “sales.” This is where and when a lawyer meets a client face-to-face, and ideally, ends up creating a relationship and, in the end, representing them.

Business development is a hybrid of several discinles. Sales, of course, along with three kinds of intelligence — emotional, business and competitive intelligence. And presentation skills. Along with a large dose of active listening, and an occasional helping of strategy. And, of course, some luck. Biz Dev is the engine room of a firm’s growth. It’s that important.