{"id":289309,"date":"2026-02-20T16:30:00","date_gmt":"2026-02-20T15:30:00","guid":{"rendered":"https:\/\/dailyjus.com\/?p=289309"},"modified":"2026-02-25T15:56:24","modified_gmt":"2026-02-25T14:56:24","slug":"business-development-pitching-with-clients","status":"publish","type":"post","link":"https:\/\/dailyjus.com\/index.php\/2026\/02\/20\/business-development-pitching-with-clients\/","title":{"rendered":"Business Development & Pitching with Clients"},"content":{"rendered":"\n

Lawyering Plus Webinar: S2 EP2<\/strong><\/h2>\n\n\n\n
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THE AUTHORS<\/strong>:
Charlie Caher<\/a><\/strong>, Partner at WilmerHale<\/a>
Dr Ilka Beimel<\/strong>, Senior Associate at Noerr<\/strong><\/a><\/p>\n\n\n\n

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\u201cThe lifeblood for any law firm \u2013 regardless of its size and composition \u2013 are its clients.  And acquiring and retaining clients is the single most important skill for any lawyer that hopes to have a long and successful career.\u201d<\/em><\/p>\n\n\n\n

Charlie Caher<\/strong><\/p>\n<\/blockquote>\n\n\n\n

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About Lawyering Plus<\/strong><\/strong><\/strong><\/h2>\n\n\n\n

Lawyering Plus<\/a> is an initiative set up by Mihaela Apostol<\/a>, Dr Ilka Beimel, and Svetlana Portman<\/a> to help lawyers build soft skills. Lawyering Plus organizes webinars and invites expert speakers to share tips on a particular soft skill. Each episode ends with an interactive Q&A segment. The first season<\/a> focused on communication skills, followed by season two on business development and branding.<\/p>\n\n\n\n

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Second Episode: Business Development & Pitching with Clients<\/strong><\/h2>\n\n\n\n
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On 30 July 2025, Lawyering Plus hosted Charlie Caher<\/a><\/strong>, who is a partner in WilmerHale<\/a>‘s Litigation\/Controversy Department, and a member of the International Arbitration Practice Group. Charlie delivered a practical webinar on business development and pitching with clients, drawing on years of high\u2011stakes arbitration work across energy, construction, insurance, financial services, telecommunications and aerospace. His message: acquiring and retaining clients is a core professional skill that young lawyers rarely learn formally, yet it is essential for long\u2011term success. <\/p>\n<\/div>\n<\/div>\n\n\n\n

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How to Effectively Acquire Clients?<\/strong><\/h2>\n\n\n\n

Charlie commenced by identifying several complementary channels for effectively acquiring clients:<\/p>\n\n\n\n

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  • Referrals<\/strong>: The most powerful source. Deliver excellent work for existing clients. Satisfied clients and impressed opposing counsel often recommend you later. Internal cross\u2011selling across practice areas and office locations is also key \u2013 treat every instruction as an opportunity to enhance your and your firm\u2019s reputation.<\/li>\n\n\n\n
  • Legal directories and rankings<\/strong>: Be aware that listings in guides such as Chambers, Legal 500 or GAR provide a credibility watermark that helps attract inquiries and strengthens pitches.<\/li>\n\n\n\n
  • Networking and thought leadership<\/strong>: Regular contribution of articles, blogs, conference speaking, and sector engagement builds visibility and trust over time.<\/li>\n<\/ul>\n\n\n\n

    Above all, Charlie advised to be proactive. This includes, for example, monitoring general and sector news and following clients\u2019 corporate developments. Additionally, it might be useful to cultivate relationships with other law firms that can co\u2011counsel when complementary strengths are required.<\/p>\n\n\n\n

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    How to Identify Opportunities for Pitches?<\/strong><\/h2>\n\n\n\n

    Opportunities often appear around real\u2011time business events: expropriations, environmental incidents, bankruptcies, supply\u2011chain shocks, commodity price spikes, or regulatory changes. Thus, Charlie recommended first, watching mainstream and industry media for events that create legal needs; second, tracking client\u2011specific signals (M&A activity, commodity price movements in energy sectors) that may drive disputes, and third, building referral networks so you are top\u2011of\u2011mind when a pitch opportunity arises.<\/p>\n\n\n\n

    Furthermore, prompt outreach \u2013 in particular when an issue is timely \u2013 can make your contact the right call at the right moment.<\/p>\n\n\n\n

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    How to Deliver an Effective Pitch?<\/strong><\/h2>\n\n\n\n

    Charlie reminded the audience that preparation is everything. Thus, he advised researching the client, the project and industry dynamics in advance to ensure that the legal advice is grounded in commercial reality. Likewise, it is important to know your audience: are you speaking with in\u2011house counsel who understand arbitration, or C\u2011suite non\u2011lawyers who need a different level of explanation?<\/p>\n\n\n\n

    When delivering the pitch, avoid spending pitch time reciting credentials. Send a credentials deck for background reading and use live time to demonstrate the substantive value you bring. For example, use concrete case studies and \u201cwar stories\u201d that show prior success and practical problem\u2011solving.<\/p>\n\n\n\n

    Finally, treat the pitch as a conversation rather than a presentation. That permits real\u2011time engagement and demonstrates agility.<\/p>\n\n\n\n

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    How to Prepare for Pitches and Client Meetings?<\/strong><\/h2>\n\n\n\n

    Diving deeper into the importance of preparation and the goal of a natural, unscripted conversation, Charlie provided the following concrete advice:<\/p>\n\n\n\n

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    • Homework<\/strong>: Do diligent homework on the client\u2019s business, stakeholders and the likely audience level of legal sophistication.<\/li>\n\n\n\n
    • Be concrete<\/strong>: Prepare examples, likely questions and tailored strategy options, but avoid rote scripts.<\/li>\n\n\n\n
    • Mentorship<\/strong>: Seek mentorship and sit in on pitches as a junior to learn techniques (and mistakes to avoid).<\/li>\n\n\n\n
    • Everyday training<\/strong>: Treat everyday persuasive opportunities \u2013 internal requests, small negotiations, even informal team decisions \u2013 as practice for pitch skills.<\/li>\n<\/ul>\n\n\n\n
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      How to Focus on Client and Business Needs During a Pitch?<\/strong><\/h2>\n\n\n\n

      Turning to the pitch itself and the difficult question of how to focus on the client and business needs during the pitch, Charlie highlighted one key aspect: listen first<\/strong>. Ask what outcome the client truly wants. Charlie emphasised that clients\u2019 objectives are not always to \u201cwin\u201d at all costs \u2013 early settlement or commercial solutions may be preferred. Be ready to pivot strategy in response to client goals.<\/p>\n\n\n\n

      Other considerations when focusing on client and business needs during the pitch are, first, demonstrating the ability to problem\u2011solve in the moment \u2013 that distinguishes you from equally technically capable competitors \u2013 and second, to address fee sensitivity proactively. Provide cost frameworks and options so in\u2011house teams can present realistic budgets internally.<\/p>\n\n\n\n

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      How to Build Lasting and Personal Relationships with Clients?<\/strong><\/h2>\n\n\n\n

      Finally, sustaining engagement after a matter concludes is critical \u2013 clients may not need you often, but when they do, you want to be their first call. Charlie\u2019s practical suggestions to achieve this goal are:<\/p>\n\n\n\n

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      • Build personal rapport<\/strong>: learn about families, hobbies and interests; use personal touchpoints (congratulatory notes, event invitations) to maintain contact.<\/li>\n\n\n\n
      • Stay informed<\/strong> about the client\u2019s business and industry so you can proactively flag risks or opportunities.<\/li>\n\n\n\n
      • Provide gratuitous value<\/strong>: share relevant articles, judgments or short briefings that matter to the client.<\/li>\n\n\n\n
      • Use follow\u2011up opportunities<\/strong> (in\u2011house presentations, retreats) to deepen relationships; Charlie gave examples where maintaining contact after a dispute led to significant mandates later.<\/li>\n<\/ul>\n\n\n
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        Key Learnings:<\/strong><\/h2>\n\n\n\n
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        • Treat business development as a strategic, proactive skill \u2013 know and communicate your firm\u2019s unique selling point.<\/li>\n\n\n\n
        • Prepare thoroughly but avoid depending on scripts; the best pitches are conversational and client\u2011centred.<\/li>\n\n\n\n
        • Listen first: identify the client\u2019s real commercial objective (litigation, settlement, strategic workaround).<\/li>\n\n\n\n
        • Demonstrate practical problem\u2011solving and cost awareness in real time.<\/li>\n\n\n\n
        • Build personal as well as commercial relationships and stay engaged after matters close \u2013 small, thoughtful touches pay long\u2011term dividends.<\/li>\n<\/ul>\n\n\n\n

          Charlie\u2019s advice stresses that winning work is as much about mindset and relationships as technical excellence: be proactive, prepare to add commercial value, listen carefully, and cultivate enduring client connections.<\/p>\n\n\n\n

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          Q&A \u2014 Practical Takeaways from Audience Questions<\/strong><\/h2>\n\n\n\n

          The Q&A reinforced strategic choices and practical behaviour for early\u2011career practitioners. Key practical points were:<\/p>\n\n\n\n

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          • Specialise deliberately<\/strong> to spot niches<\/strong>: monitor enforcement trends, regulatory shifts and technological change; a focused sector specialism (e.g., oil & gas, construction, sanctions\/compliance) can make you stand out and enable targeted outreach such as roadshows and sector briefings.<\/li>\n\n\n\n
          • Define your USP<\/strong> before you start or grow a practice<\/strong>: decide whether you target a particular industry, price\u2011sensitive clients, or clients from specific jurisdictions \u2013 this focus shapes marketing, networking and service design.<\/li>\n\n\n\n
          • Handle rejection constructively<\/strong>: if a pitch fails or a client signals disinterest, don\u2019t react defensively. Use the meeting to build rapport, leave the door open for future work and demonstrate professional composure.<\/li>\n\n\n\n
          • If needed, build experience without a mentor<\/strong>: where formal mentorship is absent, substitute practices include presenting at industry events, offering in\u2011house briefings, publishing focused commentary, and treating every client contact as a chance to practise pitching and relationship skills.<\/li>\n<\/ul>\n\n\n\n
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            Conclusion<\/strong><\/h2>\n\n\n\n

            Winning and retaining client work requires the same discipline applied to legal craft \u2013 research, practice and strategic thinking \u2013 combined with genuine curiosity about clients\u2019 businesses and priorities. By specialising intentionally, preparing to converse rather than recite, and maintaining relationships after matters close, lawyers can convert episodic engagements into durable client partnerships. Charlie\u2019s practical examples show that persistence, focus and thoughtful outreach produce tangible, long\u2011term rewards.<\/p>\n\n\n\n

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