On Episode 111 Brooks Brown of Goodwin Procter talks about the initiative and energy required for consistent business development success; that building relationships that lead to new clients and additional work with current clients should be part of each day. Reviewing a single page business development strategy document weekly and prioritizing tactical business development objectives is an important and enjoyable part of legal work and a priority within his practice.
For Brooks, repeat success comes from understanding the goals of his clients and their organizations. Asking early what success looks like, beyond the facts then collaborating with them to meet their business objectives. His success story reflects on educating firm relationship partners on a specific area of risk, and it’s associated litigation. Explaining a complex legal concept concisely using business terms that lawyers could remember and convey to others.
Brooks advise to those starting out? Be focused on building a toolkit of what works in business development today. Clients in today’s market value experience and expertise that allows them to be efficient in what they do. Using data intelligence to support alternative pricing models builds confidence both internally and with clients. Sharing firm operations expertise; recommendations on fee arrangements; and providing input on e-discovery tools are examples of helping clients achieve effective outcomes.
Brooks Brown is a partner in Goodwin Procter’s financial industry group and co-chair of the banking and consumer financial services practice. He specializes in defense of leading financial services and technology companies in consumer class action, government investigations, and enforcement actions. Brooks Brown Bio