Images/Ezra
Bailey)
In
this
episode
of
“Be
That
Lawyer,”
I
sit
down
with
Jennifer
Gillman,
President
and
Founder
of
Gillman
Strategic
Group,
to
break
down
a
distinction
that
quietly
shapes
every
legal
career:
the
difference
between
lawyers
who
control
their
work
and
lawyers
who
are
controlled
by
it.
Jennifer
draws
from
her
experience
as
both
a
former
practicing
attorney
and
a
trusted
recruiter
to
explain
why
business
development
is
the
gateway
to
flexibility,
autonomy,
and
long-term
career
satisfaction.
Lawyer’s
Secret:
Become
a
Rainmaker
Jennifer
explains
the
difference
between
being
a
service
partner
and
a
rainmaker,
and
why
that
distinction
matters
at
every
stage
of
a
legal
career.
Rainmakers
bring
in
the
work,
which
gives
them
meaningful
influence
over
staffing,
timelines,
and
how
matters
are
managed.
That
control
allows
lawyers
to
align
professional
responsibilities
with
personal
priorities,
whether
that
means
attending
family
events,
taking
time
off,
or
setting
realistic
deadlines.
Service
partners,
by
contrast,
often
operate
on
schedules
set
by
others.
Jennifer
emphasizes
that
this
has
nothing
to
do
with
talent
or
intelligence.
It
comes
down
to
understanding
the
business
of
a
law
firm
and
committing
to
client
development
early,
even
in
small
ways.
She
encourages
lawyers
to
view
business
development
as
an
investment
that
compounds
over
time,
much
like
interest.
Even
15
minutes
a
week
done
consistently
can
lead
somewhere
meaningful.
Monthly
Networking
Event:
Build
Connections
&
Reputation
Steve
shares
how
a
simple
one
hour
monthly
networking
event
can
create
real
value
without
pressure
or
pitching.
By
bringing
lawyers
together
in
a
relaxed
setting,
participants
walk
away
with
genuine
connections
rather
than
transactional
exchanges.
The
focus
is
on
generosity,
visibility,
and
giving
people
a
reason
to
remember
you.
Jennifer
adds
that
building
a
wide
network
allows
lawyers
to
be
useful
in
many
different
ways,
not
just
legally.
When
people
see
you
as
someone
who
can
help
solve
problems
or
make
thoughtful
connections,
referrals
follow
naturally.
Reputation
is
built
through
consistent
presence
and
genuine
interest
in
others,
not
through
aggressive
selling.
Networking:
How
Junior
Professionals
Build
Connections
Jennifer
offers
practical
guidance
for
lawyers
earlier
in
their
careers,
emphasizing
that
networking
is
not
about
chasing
senior
decision
makers
exclusively.
Peers
and
junior
contacts
often
grow
into
positions
of
influence
over
time.
Building
relationships
at
your
level
creates
a
future
referral
network
that
matures
alongside
you.
She
also
highlights
the
importance
of
follow
through.
Being
the
person
who
sends
a
resource,
makes
an
introduction,
or
responds
promptly
leaves
a
lasting
impression.
Small
acts
of
helpfulness
signal
reliability
and
care,
which
are
qualities
people
remember
when
opportunities
arise.
“If
you
can
develop
one
dollar
of
business,
you
can
develop
a
million
dollars
or
ten
million,”
Jennifer
says.
Watch
the
full
conversation
here.
Steve
Fretzin
is
a
bestselling
author,
host
of
the
“Be
That
Lawyer”
podcast,
and
business
development
coach
exclusively
for
attorneys.
Steve
has
committed
his
career
to
helping
lawyers
learn
key
growth
skills
not
currently
taught
in
law
school.
His
clients
soon
become
top
rainmakers
and
credit
Steve’s
program
and
coaching
for
their
success.
He
can
be
reached
directly
by
email
at [email protected].
Or
you
can
easily
find
him
on
his
website
at www.fretzin.com or
LinkedIn
at https://www.linkedin.com/in/stevefretzin.