BE THAT LAWYER

A successful legal career takes more than strong legal work—it also takes attention to client relationships, career choices, and the business of law. John Cashman shares how lawyers can evaluate their opportunities, vet recruiters, and think strategically about their next move.  In this episode, Steve Fretzin and John Cashman discuss:Associates’ career planning and developmentBuilding client relationships and a book of businessVetting legal recruiters and planning lateral movesPortability and the value of a portable practiceLaw firm recruiting challenges and in-house transitions Key Takeaways:Pay attention to the quality of your work, the partners training you, and the opportunities you’re getting.Responsiveness and excellent work can build client relationships before you realize you have them.Vet recruiters by asking for specific success stories, failures, and the firms they actually work with.In most practice areas, a portable book can be a major factor in a successful lateral move.Firms may need to broaden their talent pools and be clearer about what it’s like to work there. "The sales I had done was being a great lawyer and being super responsive." —  John Cashman Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsor!LEX Reception: https://www.lexreception.com/partners/bethatlawyerRankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About John Cashman: John A. Cashman is the President of Major, Lindsey & Africa (MLA), the world's leading legal search firm, as well as Allegis Partners. Based in Chicago, he leads the executive and leadership teams across MLA's global network, driving strategic growth, cultivating long-term talent relationships across the legal industry, and supporting legal professionals and law firms in navigating complex partner recruitment, management, and placement strategies. Connect with John Cashman:  Website: https://www.mlaglobal.comLinkedIn: https://www.linkedin.com/in/john-cashman-78154a23/  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

AI is reshaping legal work—but does that mean lawyers should build technology, adopt it, or wait for proven solutions? Ken Crutchfield shares practical ways to navigate the change while keeping client needs, sound judgment, and business realities in focus. In this episode, Steve Fretzin and Ken Crutchfield discuss:The “job to be done” behind legal servicesSustainable advantage and AI adoptionAI for law firm business developmentAI’s impact on billing and legal staffingLegal practice, judgment, and opportunity in the future Key Takeaways:Understand the outcome clients truly want—not just the legal service they request.Before turning an AI workflow into a business, test whether it solves a repeatable problem and can stay differentiated.Build AI fluency through hands-on use; you don’t have to be first to benefit.AI may reduce time spent on some tasks, but bespoke legal work and billable-hour incentives make a complete shift in billing unlikely to happen quickly.As routine work becomes more automated, discernment, legal judgment, and emotional intelligence become even more valuable. "Anybody… that is looking at how to manage and navigate this, just take it one step at a time. Learn how to use AI. Use it in your personal life." —  Ken Crutchfield Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsor!LEX Reception: https://www.lexreception.com/partners/bethatlawyerRankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Ken Crutchfield: Ken Crutchfield is the founder of Spring Forward Consulting, bringing over four decades of experience advising investors, startups, law firms, and legal tech enterprises on market strategy, revenue growth, and exit planning. Having held leadership roles across major industry organizations—including LexisNexis, Thomson Reuters, Bloomberg, Dun & Bradstreet, and Wolters Kluwer—he combines an operator's perspective with deep expertise in legal technology, business transformation, and generative AI. A regular columnist for Above the Law and LawNext, Ken frequently speaks and writes on the intersection of technology and the legal industry. He holds an MBA and a B.S. in Electrical Engineering from The Ohio State University. Connect with Ken Crutchfield:Website: https://springforwardconsulting.com/ LinkedIn: https://www.linkedin.com/in/ken-crutchfield/  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

Going solo takes more than legal skill: it calls for business development, financial planning, and a clear-eyed view of what running a firm involves. This conversation explores how lawyers can prepare for the leap—and avoid losing focus once they make it. In this episode, Steve Fretzin and Anthonia Berry discuss:Limiting beliefs and readiness for entrepreneurshipBusiness development, marketing, and client serviceFirm finances and back-office operationsStaying focused and building an authentic practiceDelegation, coaching, and financial runway Key Takeaways:Confidence grows when lawyers understand their value and prepare for the business side of practice.A successful firm requires both client development and the capacity to serve and retain clients.Before launching, understand the financials, back-office needs, and operating costs—including a realistic cash buffer.Focus on a clear practice lane before pursuing new opportunities or expanding into unrelated areas.Delegate specialized operational work and use experienced coaches or advisors to uncover blind spots. "One piece of advice that I will give to any attorney that's starting a law firm or anybody who's starting a business is figure out what your lane is and go all the way down that lane, and really get entrenched in it before you think about making a left or a right turn, because if you continue to be distracted, you will not get anything done. You will be always chasing the next thing." —  Anthonia Berry Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsor!LEX Reception: https://www.lexreception.com/partners/bethatlawyerRankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/About Anthonia Berry: Anthonia Berry is the Chief Executive Officer of Strategy Academy, bringing two decades of experience working with national and international law firms to drive business development and revenue growth. Holding an MBA, she specializes in crafting tailored, action-oriented strategies that help attorneys build sustainable practices and expand their books of business in a competitive market. Through Strategy Academy, Anthonia provides law firms of all sizes with comprehensive growth frameworks, actionable insights, and customized guidance designed to foster long-term success and strong community impact. Connect with Anthonia Berry:  Website: https://strategyacademy.us/ LinkedIn: https://www.linkedin.com/in/anthoniasberry/  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

What does it take to grow a law firm without losing sight of its people? Eric Gros-Dubois shares lessons on taking entrepreneurial risks, adapting to AI and outsourcing, hiring thoughtfully, and making career paths transparent. In this episode, Steve Fretzin and Eric Gros-Dubois discuss:The “Man in the Arena” and starting a firmEPGD Business Law’s growth and partnershipAI, outsourcing, and changing legal rolesRecruiting, referrals, and hiring for fitTransparent career paths and associate retention Key Takeaways:Trying, learning, and making mistakes can be more valuable than waiting until you feel fully prepared.AI and outsourcing are changing entry-level legal work, and the staffing mix firms need.Build a recruiting pipeline before a staffing crisis forces rushed decisions.Look for candidates whose work history suggests commitment, while asking about the context behind short tenures.Put advancement expectations in writing so employees can see what partnership requires. "[Hiring] with wrong intentions or for the wrong motivations [results in] bad decisions." —  Eric Gros-Dubois Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsor!LEX Reception: https://www.lexreception.com/partners/bethatlawyerRankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Eric Gros-Dubois: Eric Gros-Dubois is the founder of EPGD Business Law, where he leads the firm’s corporate, estate planning, and tax practices out of the Miami office. Holding both a JD and an MBA with a concentration in finance, he combines commercial acumen with a hands-on, solutions-oriented approach to act as a strategic advisor for business owners. With prior experience spanning commercial litigation, private equity, and tax court representation, Eric focuses on building long-term client relationships and delivering practical solutions to complex personal and business challenges. Connect with Eric Gros-Dubois:  Website: https://www.epgdlaw.com/team/eric-p-gros-dubois/ LinkedIn: https://www.linkedin.com/in/ericgrosdubois/  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it. 

A contact list is only the beginning: the real value comes from using it to build loyalty, share expertise, and make meaningful connections. Rees Morrison and Steve Fretzin discuss practical ways lawyers can turn networks into lasting relationships—without losing focus. In this episode, Steve Fretzin and Rees Morrison discuss:Legal-industry surveys and data analysisClient lists, loyalty, and useful outreachAMAs and other ways to share expertiseProfessional groups, referrals, and giving valueCRMs, AI, personal branding, and focus Key Takeaways:Start with a simple, organized contact list—and keep building it.Give clients value outside the immediate legal matter to strengthen loyalty.Segment contacts so outreach can be relevant rather than one-size-fits-all.Professional groups work best when members contribute, connect, and invest in one another.Focus on a few priorities instead of letting every promising idea become a new commitment. "Word of mouth approval is the most potent. So if a client likes you as a person and your work, and just happens to mention that to some competitor, that's the best." —  Rees Morrison Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our Sponsor!LEX Reception: https://www.lexreception.com/partners/bethatlawyerRankings.io: https://rankings.io/Lawyer.com: https://www.lawyer.com/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Rees Morrison: Rees Morrison is a legal consultant and partner at Edge International with over 30 years of experience advising corporate legal departments and law firms. Having previously held leadership and consulting roles with PwC, Arthur Andersen, Hildebrandt, Altman Weil, EY, and in-house at Merck, he specializes in legal industry data analysis, benchmarking, and survey design. A prolific author who has published over 320 articles and four books—including Savvy Surveys for the Legal Industry and Data Graphs for Legal Management—Rees holds a BA from Harvard College, a J.D. from Columbia Law School, and an LLM from New York University. Connect with Rees Morrison:  Website: https://edge-international.com/people/rees-morrison/ Book: https://leanpub.com/savvysurveysforthelegalindustry  Connect with Steve Fretzin:LinkedIn: Steve FretzinTwitter: @stevefretzinInstagram: @fretzinsteveFacebook: Fretzin, Inc.Website: Fretzin.comEmail: [email protected]: Legal Business Development Isn't Rocket Science and more!YouTube: Steve FretzinCall Steve directly at 847-602-6911  Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.