Ten Steps to Building Stronger Relationships with Your Attorneys
By: Parin V. Pandya, Practice Development Manager, Kegler Brown Hill + Ritter
When a batter is in a slump, coaches don’t tell them to swing harder — they help them refocus on timing, technique, and the fundamentals.
The same principle applies to building strong internal relationships with attorneys: it doesn’t take a complex strategy, just consistent, thoughtful action.
For business professionals in law firms, developing trust and rapport with attorneys is essential to becoming a valued partner. This article highlights ten practical steps to help you build those important, meaningful relationships.
- Start with Curiosity. Learn what your attorneys do. Set one-on-one meetings to dive deeper. Ask about their practice, key clients, trends, and overall goals – not just in the context of a project, but with the bigger picture in mind. Genuine curiosity is the foundation of trust.
- Attend Practice/Section/Department Meetings. Show up and listen. These meetings are goldmines for understanding priorities, challenges, and upcoming opportunities. Being in the room builds familiarity and demonstrates your investment in their success.
- Send a Friday “Wins” Email. Send a firm-wide email highlighting your organization’s BD wins each Friday (or another cadence that works for your firm). It could be a closed deal, a successful presentation, a new referral source, or a noteworthy client event. It’s a simple, positive way to celebrate success and foster connection across the firm, and a chance to promote yourself as someone who helps others succeed.
- Walk the Halls. Take a new route on the way to the water cooler. A quick, face-to-face chat can go a long way. Even a five-minute drop-in to say hello or follow up on a conversation in person helps build visibility and trust, especially in today’s digitally driven, remote-first workplace.
- Deliver Value Early. Look for small ways to make attorneys’ lives easier, such as quickly editing a bio, preparing opening remarks for an event, or coordinating a thought leadership plan. Early wins build momentum and demonstrate your value quickly.
- Invite Them to Lunch or Coffee. Personal connection matters. Casual one-on-one conversations – even a walk to grab a coffee – create space to build rapport away from distractions (and it may even be eligible for reimbursement).
- Tailor Your Communication. Not every attorney engages in the same way. Learn who prefers concise email summaries, who likes to meet in person, and who appreciates a quick call. If you’re unsure, ask them. Adapting to their communication style shows respect and increases effectiveness.
- Bring Market Intelligence to Them. Share relevant industry trends or competitive insights. Doing so positions you as a strategic partner, not just “staff.” Subscribe to alerts that track your attorneys’ key clients. When a relevant update surfaces, such as opening a new office, encourage your attorney to acknowledge the milestone with a congratulatory note and perhaps a small, but thoughtful, gift.
- Celebrate Their Expertise Externally. We all have a network. When appropriate, promote your attorneys’ thought leadership. Amplify their accomplishments on LinkedIn, flag speaking opportunities, and pitch article ideas to relevant industry publications. Helping them shine externally builds internal credibility.
- Be Consistent and Patient. We all know business development is a long game. Relationships take time. Keep showing up, listening actively, and following through. That consistency, more than any one big effort, builds long-term trust.
Strong relationships with attorneys aren’t built overnight. They grow through small, intentional actions over time. Like baseball, you’re not going to hit it out of the park every time. Progress is about showing up, making steady contact and playing the long game. That consistency is what ultimately strengthens key relationships at your firm, and beyond.
Special thanks to Jeffrey J. Berardi, Silvia L. Coulter and Rebecca Edwards Hnatowski for their contributions to this piece. Also, thanks to Kegler Brown Hill + Ritter for their ongoing support and for creating an environment where these ideas can take root and thrive.
