Growth-minded firms place a priority on business development and that's why we've ask Jim Ries, the Business Development Director for Offit Kurman, to lead us in this discussion. Jim is a master networker, and he prides himself on being able to make meaningful connections.

What We Learned from Our Coach: 

Build meaningful relationships

  • Improving your ability to build meaningful relationships starts with understanding the difference between business development and sales:

Stay top of mind

  • Build your brand
    • Social media activity
    • Tell stories and be memorable
  • Understand who your prospects are and where you can find them
    • LinkedIn
    • Industry social events
  • Leverage your network and your resources
    • Identify your strategic contacts 
    • Give first, then ask for introductions and referrals

Follow up

  • Follow-up and ask for the business
    • Agree on a follow up plan
    • Focus on solving their problems, not selling
  • Business development is a marathon, not a sprint
    • Understand your industry’s typical sales cycle
    • Go into it with reasonable expectations
    • Be patient and persistent 

What our attendees shared:

67% of the SFP network shared that their firm currently has a business development strategy in place but felt that there is always room for improvement. Business development has evolved. Rather than selling, it’s about connecting and focusing on your soft skills. Buyers want solutions and they buy from people they know, like and trust. How do we build trust? We offer value first. 

One thing our firm can begin with today:

Improving your ability to build meaningful relationships starts with connection. Be curious and ask questions, listen more than you talk, be interested, not interesting, and show that you care.

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Jim Ries

Director of Business Development, Offit Kurman

Jim Ries is Director of Business Development at Offit Kurman. They are a full-service law firm, serving the legal needs of small and mid-size privately-held owner managed businesses with 240 attorneys in 14 offices from South Carolina to New York City, with a heavy concentration in the Maryland/DC/Northern Virginia region. Jim has access to a deep network of attorney advisors and problem solvers in over 40 practice areas, and he connects business owners to the right attorney who can solve their legal disputes and protect their assets. Jim is a master networker, and he prides himself on being able to make meaningful connections. Let Jim be your Google.