Attorney Biz Dev
Claim This Podcastby ABD Podcast
Podcast Overview
<p>Whether you work in a in a big firm, in a small partnership, or as an independent lawyer, we discuss the topics that will help you to become more successful in business development and gain more independence for your legal career. </p> <p>We recognize that you're short on time, all our episodes aim for a 20 minutes limit. So this podcast is designed to be listened to when you're commuting to and from work or going for a walk or doing almost anything except work.</p> <p>This podcast is hosted by:</p> <p>Bill Burns, <span>Business Development Executive at <a href="https://www.porterwright.com/#s.1" target="_blank" rel="noreferrer noopener">Porter Wright Morris & Arthur LLP</a></span></p> <p><span>Tobi Steinemann, Founder and Strategic Legal Marketing Consultant at <a href="https://headstarterz.com/" target="_blank" rel="noreferrer noopener">HeadStarterz</a></span></p>
Language
🇺🇲
Publishing Since
1/13/2026
Reach the team behind Attorney Biz Dev
Verified contact details for this show aren't on file yet — sign up to get notified when they land.
Recent Episodes
June 30, 2026
Attorney Marketing to Existing Clients
Acquiring a new client can cost upwards of $25,000 and take one to two years of work, with conversion rates as low as 2–10%. Meanwhile, increasing client retention by just 5% can boost profits by more than 25%. So why do most law firms still treat existing clients with nothing more than a holiday card and an annual barbecue? In this episode, Tobi and Bill dig into the traps firms fall into once a client is "won". And they discuss what it actually takes to keep them, and grow with them, over the long haul. You'll hear: Why a happy client and a loyal client are not the same thing and why firms quietly lose business by assuming they are The simple post-project debrief most firms skip, and why it builds trust instead of just closing a file Why "appreciate, want, and enjoy" are three words worth saying out loud to a client more often The risk of single-contact relationships, and what happens to the client when that one person leaves the firm Why responsiveness, not strategy, is the single biggest complaint clients have about their lawyers How a CRM only works if someone treats it the way painters treat the Golden Gate Bridge This episode is especially relevant for: Partners who assume good legal work is enough to keep a client coming back Anyone managing a firm's CRM or business development process Lawyers who haven't picked up the phone to a long-standing client in longer than they'd like to admit Bill and Tobi end with a challenge: pick one client you haven't spoken to in a while, prepare two thoughtful questions, and schedule a 20-minute call with no agenda. No pitch, no project, just attention. It might be the cheapest, easiest piece of business development you do all year.
June 16, 2026
Bill's BD Framework (Part 3): The Final Pieces
You've done the work. The matter is closed. Now what? Many attorneys move straight on to the next brief. In doing so, they walk away from some of the most valuable business development opportunities they'll ever have. In this third and final episode on Bill's seven-step BD framework, Bill and Tobi complete the circle: from client debriefing and experience enhancement all the way back to step one. You'll walk away with: Why a thorough post-matter debrief is one of the highest-leverage BD moves an attorney can make. Concrete ways to add value beyond legal advice: forms, introductions, industry foresight, and training that cement long-term client relationships. Why the seven-step model is a circle, not a line. How to handle the gatekeeper problem: the person inside a client organization blocking your access to the real decision-maker. Why attorneys who undervalue themselves are doing their clients no favors. And why being well-compensated signals confidence, not greed A straight-talking take on when to cut your losses on a prospect that simply won't open the door. This episode is especially relevant for: attorneys leading client relationships at any stage of their career; BD and marketing professionals in law firms; partners thinking about compensation structure and its effect on client retention. The framework won't win every pitch. But it will give you a mindset and a set of tools that shift the odds — and calm the frantic feeling that BD is somehow out of your control.
June 2, 2026
Bill's BD Framework (Part 2/3): Disagreeing with Clients and more!
Your client is convinced they know exactly what they need. But what if they're wrong? In this episode, Bill Burns and Tobi Steinemann tackle the second part of Bill's framework of the seven essential steps in attorney business development. It takes them to what may be the most important and most overlooked question: not just what clients want, but whether that assessment holds up under scrutiny. The answer separates advisors from order-takers. You'll walk away with: Why understanding client needs is really two questions and why the second one is the harder one A real-world example of a prospect chasing a solution that didn't exist and what happened when an attorney pushed back Why attorneys need to follow business news closely (especially litigators, who often don't) The "Zurich to Paris" principle: why meeting clients where they are determines whether your marketing actually lands Why lunch and learns consistently outperform speeches to large audiences for building real client relationships The value box: how to think about price vs. value and why being the cheapest is never the right differentiator This episode is especially relevant for attorneys who feel they spend more time pitching than listening, and for anyone who has ever lost a piece of work and wasn't sure why. If you want clients who trust your judgment, not just your fee quote, this one's for you.
13 total episodes available
Deep-dive analytics for Attorney Biz Dev
Frequently asked questions
Have a different question and can't find the answer you're looking for? Reach out to our support team by sending us an email and we'll get back to you as soon as we can.
- What is Attorney Biz Dev?
<p>Whether you work in a in a big firm, in a small partnership, or as an independent lawyer, we discuss the topics that will help you to become more successful in business development and gain more independence for your legal career. </p> <p>We recognize that you're short on time, all our episodes aim for a 20 minutes limit. So this podcast is designed to be listened to when you're commuting to and from work or going for a walk or doing almost anything except work.</p> <p>This podcast is hosted by:</p> <p>Bill Burns, <span>Business Development Executive at <a href="https://www.porterwright.com/#s.1" target="_blank" rel="noreferrer noopener">Porter Wright Morris & Arthur LLP</a></span></p> <p><span>Tobi Steinemann, Founder and Strategic Legal Marketing Consultant at <a href="https://headstarterz.com/" target="_blank" rel="noreferrer noopener">HeadStarterz</a></span></p> - How often does this podcast release new episodes?
This podcast updates daily.
- Where can I listen to this podcast?
This podcast is available on 4 platforms including Apple Podcasts, Spotify, and more. You can also use the RSS feed directly.
- Does this podcast accept guests?
No, this podcast does not typically feature guests.
Legal Disclaimer
Pod Engine is not affiliated with, endorsed by, or officially connected with any of the podcasts displayed on this platform. We operate independently as a podcast discovery and analytics service.
All podcast artwork, thumbnails, and content displayed on this page are the property of their respective owners and are protected by applicable copyright laws. This includes, but is not limited to, podcast cover art, episode artwork, show descriptions, episode titles, transcripts, audio snippets, and any other content originating from the podcast creators or their licensors.
We display this content under fair use principles and/or implied license for the purpose of podcast discovery, information, and commentary. We make no claim of ownership over any podcast content, artwork, or related materials shown on this platform. All trademarks, service marks, and trade names are the property of their respective owners.
While we strive to ensure all content usage is properly authorized, if you are a rights holder and believe your content is being used inappropriately or without proper authorization, please contact us immediately at hey@podengine.ai for prompt review and appropriate action, which may include content removal or proper attribution.
By accessing and using this platform, you acknowledge and agree to respect all applicable copyright laws and intellectual property rights of content owners. Any unauthorized reproduction, distribution, or commercial use of the content displayed on this platform is strictly prohibited.