This book is for an attorney, just like you, who now finds yourself responsible for revenue generation even though you do not have the word “sales” in your job title. If you are responsible for helping to grow and maintain your firm’s practice, guess what? You are in sales. And, despite your belief to the contrary, you will now need to develop a business development mindset to be successful. Our intention is for this book to provide you with a functional overview of what it looks like to have a business development mindset. It will help you to understand what skills are necessary to become effective at creating new client relationships, retaining current clients, and increasing revenue from your existing clientele. It is not intended to make you a “salesperson.” Rather, it is designed to help you develop a positive mindset about promoting yourself in a respectable, professional, and compelling manner. Reviews “Vince and Bob understand that many attorneys believe their work and reputations sell themselves, but in a day of ever-changing personnel, company structures, and work environment, they also understand more is needed. We, as attorneys, need to listen, engage, and connect to build our practices and develop our businesses. This book is an excellent way to learn how.” Dawn E. Boyce, McGavin, Boyce, Bardot, Thorsen & Katz, P.C. “Vince and Bob are fantastic at explaining why and how a business development mindset can immensely benefit lawyers. What I love about their book is they give us an easy-to-read, best practices manual filled with actionable items, relatable scenarios, mind-blowing statistics, and fantastic bits of wisdom (and quotes!). I plan on coming back to read this over and over again for inspiration!” Arthur Uratani, Director of Marketing and Outreach for Bookoff McAndrews PLLC & President-Elect of the Mid-Atlantic Region, Legal Marketing Association Table of Contents FOREWORD SECTION 1: OPENING STATEMENT Sidebar: The Power of a Story Chapter 1: This Wasn’t Taught in Law School Chapter 2: Becoming A Rainmaker SECTION 2: NETWORKING IS THE KEY Sidebar: Differentiation Chapter 3: Prospecting Chapter 4: What’s Your Why? Chapter 5: Consistent Consistency SECTION 3: GREAT MINDS THINK ALIKE Sidebar: The Importance of Likeability Chapter 6: Law of Attraction Chapter 7: Birds of a Feather Chapter 8: Expanding Your Reach SECTION 4: YOUR BRIEFCASE IS YOUR TOOLBOX Sidebar: Biases Chapter 9: Managing Client Relationships Chapter 10: Billable Hours Chapter 11: The Pen is Mightier Than The Sword SECTION 5: SUMMATION Sidebar: Business Development Habits for Success Chapter 12: Closing Argument ACKNOWLEDGEMENTS ABOUT THE AUTHORS APPENDIX A: SUGGESTED RESOURCES & BOOKS APPENDIX B: PROFESSIONAL ORGANIZATIONS APPENDIX C: GLOSSARY "Vince and Bob understand that many attorneys believe their work and reputations sell themselves, but in a day of ever-changing personnel, company structures, and work environment, they also understand more is needed. We, as attorneys, need to listen, engage, and connect to build our practices and develop our businesses. This book is an excellent way to learn how." Dawn E. Boyce, McGavin, Boyce, Bardot, Thorsen & Katz, P.C. "Vince and Bob are fantastic at explaining why and how a business development mindset can immensely benefit lawyers. What I love about their book is they give us an easy-to-read, best practices manual filled with actionable items, relatable scenarios, mind-blowing statistics, and fantastic bits of wisdom (and quotes!). I plan on coming back to read this over and over again for inspiration!" Arthur Uratani, Director of Marketing and Outreach for Bookoff McAndrews PLLC & President-Elect of the Mid-Atlantic Region, Legal Marketing Association Bob Greene is an accomplished and nationally recognized corporate sales trainer and strategic business advisor. As CEO of RCGWorkgroup.com, he provides tailored solutions to companies of all sizes, from Fortune 500 to start-ups, helping to meet and exceed the unique business needs of each client. Bob is the 2023 Institute for Excellence in Sales Member of the Year, an adjunct faculty member for sales leadership with the American Management Association, a leadership trainer for the Federal Government and US Military, and a frequent commentator on business advancement strategies.Bob holds a degree in Political Science and Organizational Leadership from Virginia Tech, a BMI Certificate in Intercultural Analysis, and an Executive Certificate in Strategic Negotiation from the MIT Sloan School of Management. In his personal life, Bob is a father of five and lives in Northern Virginia with his wife and two of his teenage sons. Vincent D. Burruano received his MBA in Business Administration, Management and Operations from The George Washington University and his Bachelor of Philosophy from the School of Philosophy at the Catholic University of America, both located in Washington, DC. He was most recently Vice President of Sales fo