Rethinking Business Development: Small Actions, Stronger Relationships

On the Law Practice podcast, host Terrell Turner welcomes back Deb Feder, a former big law and in-house lawyer turned consultant, to discuss practical business development and client relationship strategies for lawyers. Feder explains her approach to business development as three parts: growing your network, nurturing relationships, and sharing expertise, emphasizing that it’s often overcomplicated and can be done in small daily actions. She encourages simple, human connections (starting with “hello”), asking better client-focused questions, and avoiding assumptions, such as making AI the center of every client conversation; instead, lawyers should gauge clients’ interest and use AI tools thoughtfully without sacrificing trust. Feder advises building habits early and shares quick examples like check-ins, follow-ups after conferences, and keeping topic lists, along with a monthly calendar of five-minute tasks available on her website.

00:00 Five Minute Business Development
00:23 Podcast Welcome and Disclaimer
01:01 Meet Deb Feder
01:33 From Lawyer to Consultant
03:11 Why Client Questions Matter
05:00 Business Development Basics
07:12 Stop Overcomplicating Networking
10:29 AI in Client Conversations
15:16 Build the Daily Habit
16:38 Five Minute Task Ideas
18:06 Resources and Wrap Up