Even My Kids Know: Business Development is About Trust (Minis with Megan)
Getting clients can be hard, but it’s a lot easier when people trust you.
In this mini episode of So Much To Say: A Legal Podcast For People, Megan Senese pulls from inspiration that has come from a seemingly unlikely (but very cute) source: her kids.
Their observation sparks a conversation about why trust, reliability, and small acts of thoughtfulness matter more than the perfect pitch or another accolade. From following up when you say you will to helping someone even when there’s nothing in it for you, Megan explores how small moments add up to strong relationships, and why that is really good business development.
Who this episode is for:
Lawyers who want to build stronger, longer-lasting client relationships
Professionals who struggle with business development feeling transactional
Anyone focused on attracting new clients while overlooking the relationships they already have
Firm leaders looking to create a more relationship-focused approach to business development for themselves and their firm
Episode takeaways:
Trust can matter more than credentials, awards, or a perfectly polished pitch.
Reliability is one of the simplest ways to build trust with clients and prospects.
Small acts of thoughtfulness are business development, even when they don’t feel like it.
Helping when you have nothing to gain demonstrates that a relationship isn’t merely transactional.
Strong relationships make outreach, referrals, pitching, and staying connected easier.
How to make trust part of your business development strategy:
Do what you say you’ll do: Follow through when you promise to call, email, introduce someone, or provide an answer (especially when you offer a timeline).
Show up: Consistency helps people know they can count on you when they need something.
Pay attention to the small things: Remember the book they mentioned, make the introduction, or send the recommendation that made you think of them.
Help when there’s nothing in it for you: Refer work when you’re not the right fit, answer the question, or check in simply because you care.
Take time to reflect: Think about your strongest client relationships and identify the small moments that built trust before there was ever work to discuss.
Bring these types of conversations to your law firm.
These podcast conversations are the same ones happening quietly inside law firms.
Through stage, we work with lawyers at every level and with legal marketing teams on client service, business development, and growth built on real relationships. If these themes are coming up inside your firm, let’s chat.
