Many times, I'm approached with the question; "What exactly do you do as a Business Development Solicitor?" In response, I aim to shed light on my role, offering a glimpse into my daily responsibilities and duties. It's crucial to understand that the role of a Business Development Solicitor doesn't come with a fixed definition, it varies significantly across different firms and can evolve in response to changing business needs. There isn't a universal description that encapsulates the diverse spectrum of activities a BD lawyer might engage in.
Why did I decide to become a BD lawyer?
My journey toward becoming a Business Development (BD) Lawyer was fuelled by a deep-seated passion for exploring the intersections between law and business. Fascinated by the dynamics of the legal industry and eager to step beyond the conventional boundaries of client advisory roles, I embraced the opportunity to forge an alternative path within the legal sector extending beyond traditional legal practice.
This role demands an active engagement with the intricacies of the Scottish legal marketplace, and the ability to bring creative flair, innovative thinking, and ultimately think outside the box. It is this unique blend of requirements that attracted me to the position, offering a platform to leverage my interests and skills in a manner that directly contributes to the firm's growth and positions us as leaders in an ever-evolving legal landscape.
Day-to-day managing of our firm referral network
A main part of my role requires me to assist with the smooth operation of the firm's referral network HM Connect and to work together with the team on growth and development opportunities. HM Connect is a thriving referral and support network of over 400 law firms in Scotland which has been built from strong relationships of trust and friendship between the business development team and member law firms. Therefore an important part of my day-to-day role requires me to deal with member client referrals and enquires within strict time frames. This involves communication with our solicitors internally, and also with solicitors at our member firms and sometimes clients directly too. It goes without saying that excellent communication skills are vital for the role of a BD solicitor!
Managing HM Connect involves constant liaison with both internal solicitors and member firms to ensure seamless operation of our referral network. It’s a dynamic role that requires me to act as a bridge, facilitating effective communication and ensuring all referrals are processed efficiently. This aspect of the role is critical for maintaining the high standards of service and support that HM Connect is known for.
Maintaining Current Relationships
A significant portion of my role involves nurturing and strengthening existing relationships with our member firms and internal teams. This entails regular check-ins, providing support on various issues, and ensuring their ongoing satisfaction with our network. It's about being proactive, anticipating needs and addressing them before they become problems. Through personalised communication, tailored advice, and by offering value-added services, I aim to affirm our commitment to each firm's success. Maintaining these relationships requires not just regular contact, but also a deep understanding of each firm's goals, challenges, and the broader context in which they operate.
Forming New Relationships
Expanding our network is crucial for growth, and this means continuously seeking out and establishing new relationships with potential member firms. This involves identifying firms that align with our values and strategic goals, initiating contact, and demonstrating the tangible benefits of joining our network. Building new relationships requires a mix of strategic thinking, research, and interpersonal skills, as well as patience and persistence. It's about creating a compelling case for why a partnership with us is mutually beneficial, and then nurturing those new connections to foster long-term collaboration.
Writing and analysing data for firm reports
Regularly compiling and analysing data is crucial for understanding the performance of HM Connect. This involves creating detailed reports that highlight key metrics and trends within the network to provide to internal stakeholders. These insights help in strategic decision-making, allowing us to identify areas for growth and improvement.
Organising and hosting events
Event management is a significant part of my role, encompassing the planning and execution of various events throughout the year. Each event, whether a large conference or a more intimate webinar, requires meticulous planning and coordination. This aspect of my job allows me to engage directly with our network, fostering a sense of community and collaboration among member firms.
I have been involved in the organisation and hosting of several events so far both in-person and online. These involved organisation at every level i.e. from venue booking, to food, to invites, guest speaker selection, timings planning, inclusion considerations and follow-up material ... the list is non-exhaustive. If you have ever organised an event before (even a non-legal related event such as a wedding) you will appreciate the time and lengths required in the planning stages and during the actual event itself!
For example in October 2023 I organised and hosted in-person and online live streamed sessions as part of our annual conference. In December 2023 I planned and hosted an online webinar entitled 'Business Development for Junior Solicitors'. Earlier in the year, I also assisted with the organisation and hosting of an immigration lawyer meet-up and a Firm Handshake event for young professionals.
Managing portfolios of member firms
I oversee a portfolio of our member firms, regularly reviewing their performance and engagement with HM Connect. This involves assessing how effectively we are meeting their needs and identifying opportunities to enhance our support. Building and maintaining strong relationships with each firm is key to ensuring they derive maximum value from the network.
Creation of resources
Developing valuable resources for our members, such as best practice guides, industry insights, and legal updates, is another important part of the role of a business development solicitor. These resources are designed to support our member firms in their day-to-day operations and to help them stay ahead of the curve in a competitive legal market.
Networking and ambassadorial activities
Networking is at the heart of business development. My role involves representing HM Connect at various industry events, seminars, and forums. Through these activities, I not only promote our network but also stay abreast of market trends and opportunities for collaboration.
Welcoming new firms to the network
Integrating new firms into the network is a critical process that sets the tone for our future relationship. This involves a comprehensive on-boarding experience that not only covers the practicalities of the referral system but also immerses them in the culture and values of our network. We provide new members with all the tools and information they need to succeed, including access to our resources, introductions to key contacts, and guidance on maximising the benefits of their membership. Welcoming new firms is about making them feel valued and supported from day one, ensuring a smooth transition into our community.
Maintenance of firm and client information
Keeping our database of firm and client information up-to-date is crucial for the smooth operation of the referral network. This task involves a detailed and systematic approach to ensure all records are accurate and current, facilitating effective referral management and communication.
Intel Discussions
Intel discussions form a pivotal part of strategic business development. These sessions are where we delve into market trends, legal developments, and competitive intelligence to inform our strategy and offerings. By gathering insights from a variety of sources — including feedback from member firms, industry reports, and legal news — we can make informed decisions that keep our network ahead of the curve. These discussions are collaborative and often involve members from different teams, reflecting the interdisciplinary nature of our work. They are not just about staying informed but also about interpreting information in ways that can lead to innovative solutions and strategic pivots.
Innovative thought-leadership
Embracing innovative thought-leadership is essential in my role. This means being creative, having an open mind and constantly exploring new ideas, trends, and technologies that can benefit our network and the legal industry as a whole. Whether through writing articles or speaking at events, I aim to contribute to the broader conversation around the future generation of lawyers.
Working with non-legal departments
Close collaboration with non-legal departments such as marketing and IT is vital for the successful implementation of business development strategies. My role involves working closely with these teams to ensure our initiatives are aligned and effectively executed.
Legal writing and research
Although we have a wonderful dedicated legal writer as part of our team, I regularly contribute a monthly column to the newsletter that our member clients receive. Separately, there is sometimes a need for research to be carried out as a result of a new development which could have an effect on business and/or impact on our members.
Contributing to our newsletter and other publications requires me to stay informed about legal developments that could impact our network. My writing helps to disseminate relevant information to our members, keeping them informed and engaged.
Pitching and launching new ideas and initiatives
A key part of my role is to conceptualise and launch new initiatives that support the growth and development of HM Connect. This involves pitching ideas to stakeholders, developing implementation plans, and overseeing the roll-out of these initiatives. Each new project is an opportunity to enhance the value we provide to our member firms.
In conclusion, the role of a Business Development Solicitor is multifaceted and dynamic, encompassing a wide range of activities aimed at growing and enhancing the legal network. It's a role that requires creativity, strategic thinking, and a deep understanding of both the legal and business landscapes. By focusing on building strong relationships, fostering innovation, and providing valuable support and resources, I help drive the success of HM Connect and its member firms.
By Nadia Cook
Business Development Solicitor
You can connect with me via Linkedin here.
HM Connect is a thriving referral and support network of over 400 law firms in Scotland which has been built from strong relationships of trust and friendship between the HM Connect team and member law firms.
You can find out more about joining the network here.
This purpose of this article is for information only, and does not constitute as legal advice.
The copyright of this work is owned by The Scottish Lawyer. Please do not republish this work without permission. If you wish to re-post this work either in whole or in part, please contact thescottishlawyer.nadiacook@gmail.com
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