March 9, 2021 at 3:17 PM
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For smaller law firms, having a thoughtful business development strategy can make a world of difference, especially in a pandemic-challenged market. Deborah Farone, who wrote the book on law firm business development (
What are some business development challenges – and opportunities – for smaller firms in the current market?
DF: Business development and marketing can be a challenge for firms of any size with the uncertainty surrounding the pandemic. Small firms, in particular, often lack a strong business development infrastructure, and this can be the biggest hurdle. In that case, individual lawyers need to be even more proactive.
Long before we hit “record” on the first episode of
inSecurities, we connected through a hashtag at a securities enforcement conference. Attending the conference for our “day jobs” as forensic accountant (Chris) and securities regulatory attorney (Kurt), we were among a handful of people “live-tweeting” the event.
After we connected “IRL” at the conference networking happy hour, our bosses were impressed (and surprised!) that we managed to make meaningful
professional connections over this “social media thing.”
We’d each found a kindred spirit in the securities enforcement and regulatory space, and we spent the next several years trading well-meaning barbs over lunches on K Street and in posts on LinkedIn and Twitter. We referred one another business from time to time, but we were mostly in it for the banter.