How to Get Lawyers to Do Business Development
Your lawyers are brilliant. But too many are still waiting for work to be handed to them. It’s time to change the mindset.
Speaker for law firm offsite…. Thom Singer.
You’re the managing partner of a successful mid-sized firm. You’ve built something that works. But deep down, you’re frustrated. You know the future of your firm depends on your next generation of lawyers stepping up and bringing in business. They’re smart, they’re good with clients… but they don’t see themselves as rainmakers.
You’ve brought in economists, futurists, and even some “motivational” speakers in the past. They were interesting. Maybe even entertaining. But nothing changed. What you need now is someone who understands how lawyers think, and who can deliver a message that gets them to act.
That’s where I come in.
The problem you face in your firm is complacency. Too many smart, capable lawyers are waiting for business to find them. They’re billing hours, doing great work, and assuming that’s enough. But it’s not. Growth doesn’t happen by default. The cause is ambiguity of not knowing how this is impacting their practice. The solution I bring is ownership. In my keynote, I help your team shift their mindset… from passive participants to proactive professionals who understand that business development is not someone else’s job. It’s theirs. And when they own it, everything changes.
The payoff to lawyers who “get it” – Growth, Confidence, Security, Reputation, Influence, and Legacy.
I’m Thom Singer, and I speak at law firm retreats and coach lawyers about business development… but not the way most people do it. I don’t teach sales tactics. I shift how lawyers view their careers.
Your lawyers don’t need scripts. They need to understand that building relationships is part of their job.
They need to know that opportunity doesn’t show up from a Google search. It shows up from a conversation.
And that reputation is built on small moments of follow-up, helpfulness, engagement, and trust.
My keynote is designed for lawyers who roll their eyes at sales.
It’s relatable, engaging, and practical.
And it lights a fire without lighting a fuse.
What I cover in my keynote:
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Why business development matters at every level of the firm
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How to build a sustainable book of business without being “salesy”
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Real talk about time management, outreach, and networking
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A mindset reset around visibility, value, and long-term growth
This is not theory. It’s not fluff.
It’s a clear call to action that lawyers respect because it’s honest, tailored to their world, and easy to apply.
What makes me different is that I don’t try to turn lawyers into salespeople… I speak their language. I understand how law firm culture works, and I know that business development only sticks when it’s tied to ownership, not scripts or hype. My keynotes reframe business development as a professional responsibility, not a personality type. I connect the dots between Human Interaction (H.I.) and long-term success in an AI-driven world, and I do it in a way that’s practical, engaging, and rooted in real-world law firm dynamics. This isn’t about motivation for motivation’s sake. It’s about shifting the mindset, sparking momentum, and giving your lawyers a reason, and a path, to take action.
In a word, my presentation is authentic. I help lawyers take responsibility for their relationships, because real business development starts with showing up, being human, and following through.
If you’re planning your next law firm retreat and you want your team to walk away ready to engage…. not just inspired, but truly activated… you need to have me present at your meeting.
Thom Singer – Speaker for Law Firm Offsite — www.ThomSinger.com
I spent over 5 years as the marketing and business development director for two AM LAW 100 firms for their Austin and Dallas offices. I have also coached hundreds of lawyers on how to create a business development plan. Plus, I am an engaging speaker who will bring actionable content and some fun to your law firm retreat.
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At the most recent law firm where I presented…. one of the senior partners told me afterwards that he had voted for the other choice, and economist,…. but that my talk was the best presentation he had seen at a retreat in over 20 years.