How Legal Biz Dev. is Like Fitness
Jane Greyf is a partner in Goodwin’s Private Equity Group and a member of the firm’s Impact and Responsible Investing Practice. She advises private equity funds, companies, and management in leveraged buyouts and growth equity investment transactions.
Business development is like fitness – you have to keep at it. A little has to be done every day. It can take years – keep at it – many interactions will result in business.
You can’t take rejection personally in terms of business development. Your ability to control your response to things is a learned strength.
Jane keeps a fluid list of top 5 prospects. She spends a few minutes every day, every other day, once a week to execute that next step. It doesn’t take a tremendous amount of time. Always, always, always keep in touch with current clients.
Success Story:
A lawyer at a client with a shared business background moved companies to a company new to the US market. Jane reached out (stayed in touch) and was hired. When the company expanded in the US, Jane’s business also expanded. Jane was able to position other Goodwin practices with success. Over time Goodwin gained business for the firm from this client in their businesses outside the US.
Business development is different for women but not harder. It’s different because men and women develop relationships differently and business development is about building relationships.
Today there are a lot of women GCs – and firm team diversity is being demanded both are business development opportunities for women.
The fundamentals that apply to...
