Career Clinic: How can I get into a business development role in law?

I don't know if this is the case everywhere, but our firm often hires in BD people from non-law jobs and it's almost always a disaster.

I can understand why, after all that expensive training, more qualified lawyers don't move into BD, but surely firms need to make use of the talent they already have on board, rather than recruiting square pegs for round holes?

Ian -23 Sep 2011 | 16:12

BD should be an essential part of any successful lawyer's role. The whole point of a rainmaker is that they're able to bring business in. Good lawyers should be able to sell their expertise without needing any advice from marketeers and 'strategists'.

Anonymous -25 Sep 2011 | 14:38

Opportunities in this area are limited, and are even more limited now than they were before all the recession cost-cutting. Our firm used to have a couple of BD people, who were admittedly very proficient with PowerPoint. Now the lawyers just make do themselves.

realestate -26 Sep 2011 | 08:06

Odd that a couple of fee-earners that clearly know so little about working in a BD function at a law firm have decided to jump in and give advice to this question. I work in a senior role at a Magic Circle firm and have been in this area for the best part of 15 years.

The best way to break into the sector is to further your education while looking for a suitable role. The CIM has improved a lot over the last few years and is increasingly useful if you are more junior. You have great legal experience, but you are going to have to show how commercial you are and earn your marketing spurs too. You will also have to show that you work very well with senior people at law firms (fee-earners and other function heads). Some lawyers are great at what they do on an individual level, but struggle with spending a lot of time working closely with others, making presentations and providing advice to a commercial question that doesn't have an answer no matter how much reaearch.

Given your experience, you should look for an Executive level or Manager role at the very best firm you can manage - when it comes to BD functions, your training and how developed the thinking is about BD at the firm is important, especially earlier on. Find a good recruiter that works in the sector and go from there. While looking, it wouldn't hurt to offer your skills for free for a month to the BD function at one of the larger firms, especially when they are likely to be thin on people and need the help - you will get a better idea of what goes on there, may well be offered a role there and will also further demonstrate your dedication to the area. Once you see well (and can explain to others) how the different parts of the function work and what the considerations are in each, you will find you can bring the best of your previous experience to the fore.

I don't mean to make it sound like I am advising someone straight from university, I know you are well beyond that, but since you are making a shift, the advice still has some value I think.

While the work is demanding, it is satisfying, well-paid and offers significant opportunity - as well as the chance to work in different markets and parts of the world.

MikeSkyte -27 Sep 2011 | 08:15

Don't do it, amigo...

Sorry, I am not sure why you would go back to a law firm when you seem to have a rewarding commercial decision where you are making a difference (and earning decent money?).

As someone with similar experiences to yourself (legal background, went away and spent time as international commercial manager, considering a BD role at a law firm), I think you have got to be very careful which role and at what firm you look for as BD manager.

1. Are you really going to develop a role influencing partners, or will you simply be the "support person" to whom all the rubbish is delegated?

2. Does the firm itself have a clear strategy and an execution plan in place, rather than just motherhood statements?

3. What is the realpolitik of the BD team - if you take an entry level role, say BD head of a team/group, will your experience threaten the office/firm BD head?

4. What is the career path they are offering?

5. Is the BD function actually respected at all levels within the firm, from partner to trainee?

Of course your experience as a litigator allows you to establish and develop the credibility of a BD role, but ultimately the narrow focus of law firms may stifle you.

Oh... and also everyone keeps talking about the CIM - surely for candidates looking to develop into skilled commercial professionals the only way is the MBA?

Sorry if this sounds a bit harsh, but its been my experience that law firms (small/medium size to global) can't handle "hybrids" very well.

Sincere best wishes with resolving your dilemma...

Citylawfirmworker -29 Sep 2011 | 17:24

Am I missing something here?

Why would you want to?!

Titus Bramble -30 Sep 2011 | 09:59

Don't do it!!

Totally agree with Citylawfirmworker. Don't do it!!

Yas -13 Oct 2011 | 08:47

If you insist...

If you insist, it's not difficult at all. Just speak to a good agency, like First Counsel.

Yas -13 Oct 2011 | 08:49

@ Titus Bramble: Why would you want to? Because it's more fun and less of a soul destroying grind and just as well paid unless you achieve partnership at a good firm, which most lawyers don't.

And heh at the professional arrogance encapsulated in this one: "Good lawyers should be able to sell their expertise without needing any advice from marketeers and 'strategists'." Yes, that's right love. Lawyers know everything. Nobody else's professional expertise counts for anything. Only lawyers have any knowledge or skill of value. Cute that you still feel this way. Run along now, the real world's waiting.

Mutton Jeff -27 Oct 2011 | 06:36