Driving Growth: Business Development Strategies for Legal Professionals in a Competitive Market (Presented in English)

Format:
Webinar
Accreditation:
This program contains 1 hour of Professionalism content. (Law Society of Ontario) This program contains 1 hour of Professionalism content. (Law Society of British Columbia)
Speaker:
Ryan Middleton – National Practice Group Lead & Partner, Dentons Canada
France Tenaille – Partner Leader, Latin America, Gowling WLG
Alison Harnick – SVP, General Counsel & Corporate Secretary, First Capital REIT
Date Published:
September  25,  2025
Duration:
1 h

OVERVIEW

This CPD-accredited webinar, moderated by Alexa Translations CEO Gary Kalaci, brings together senior legal professionals from private practice and in-house roles to explore how lawyers can drive business development in today’s competitive market. Together, they examine how relationship-building has evolved post-pandemic, and what practical business development looks like across practice areas, firm sizes, and jurisdictions. The panel also discusses strategic networking, cross-selling within firms, aligning with general counsel expectations, and the role of international partnerships in client growth.

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Key Takeaways

  • How to define and refine a differentiated value proposition in a saturated legal market.
  • Techniques to develop and leverage referral relationships and strategic partnerships.
  • Methods to diagnose gaps in your business development funnel and improve client conversion.
  • Ways to align marketing, client experience, and firm operations for sustainable growth.
  • Best practices for tracking metrics and pivoting strategy based on performance.

FAQ

Do the BD insights in this webinar also apply to smaller and mid-sized firms?
The discussion highlights the power of niche specialization, tailored value messaging, and leveraging close client relationships. Firms of any size can apply these methods and experience growth.
Which metrics should a lawyer or firm monitor to assess business development success?
In the early stages of BD, it is essential to keep track of meaningful connections and relationships built through outreach and networking, and any opportunities that follow. This is especially true for junior lawyers, where metrics like long-term revenue growth and meaningful ROI can be difficult to see initially.
How do you sustain business development momentum without overextending fee‑earners?
The webinar emphasizes embedding business development into regular workflows, using delegable tasks, and leveraging support teams or marketing professionals.

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Compliance Note

This program has been approved for Professionalism CPD credit by the LSO and for CPD credit by the LSBC. Please retain your confirmation email as proof of attendance in the event of an audit.
The Barreau du Québec no longer accredits external CPD providers. Members are responsible for self-declaring hours under the Regulation respecting compulsory continuing education for lawyers. Programs accredited by the LSO or LSBC are typically accepted in Québec, if relevant to legal practice and aligned with Barreau standards. If unsure whether a course qualifies, consult the Barreau’s website or contact them directly.
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