Attorney Biz Dev

Great conversations don’t automatically turn into business. So what actually closes the deal? In this episode of the 20 Minute Attorney Business Development Podcast, Tobias Steinemann and Bill Burns tackle the final – and often most uncomfortable – stage of business development: asking for the work. They dig into what strong closers actually have in common (hint: it’s not extroversion), why curiosity and confidence matter more than charm, and how rushing to a quote can quietly sabotage a deal. The conversation moves through pricing, budgets, proposals, and RFPs, unpacking why competing on price alone is a losing strategy and how undervaluing your work damages relationships before they even begin. Tune in for hard-earned insights on when to say no, how to spot the wrong kind of client early, and three practical ways to ask for the business – without sounding salesy or desperate. From alternative fee arrangements to small, low-risk starter projects, this episode offers a grounded, realistic look at how lawyers can close work while protecting their time, their value, and their sanity. If you’ve ever wondered whether you should push harder, wait longer, or walk away entirely, this episode gives you a clearer framework for deciding what comes next.

How do you figure out what clients really want? Especially when they’re not saying it out loud... In this episode Tobias Steinemann and Bill Burns unpack one of the hardest questions in professional services: understanding client needs. They explore why genuine curiosity beats transactional thinking, how preparation and research can transform first conversations with prospects, and why trust is the real currency of business development. From using LinkedIn as a research and relationship tool, to client listening meetings, lunch-and-learns, and the quiet power of active listening, this conversation is packed with practical insights lawyers can actually use. The episode also looks ahead, asking how changing technology and AI are reshaping client expectations – and why lawyers who position themselves as strategic advisors will thrive, while purely reactive service providers risk being replaced. If you want deeper client relationships, better conversations, and more meaningful work, this episode is a sharp reminder that business development starts long before the ask.

Attorney business development is heavily based on relationships. Many lawyers focus on showcasing their legal expertise instead of properly looking after their relationships. In this episode, Bill and Tobi discuss why relationships are the differentiating factor and what lawyers can actively do to successfully build relationships that will help develop their business.