Authentic Business Development for Litigators: Stop Chasing Cases and Start Building Clients with John Reed
Concepts: Law Practice Management
Waiting for lawsuits to present themselves is the worst growth strategy a litigator can have.
In this episode, I get to speak with John Reed, founder and chief relationship builder at Rain BDM and host of Sticky Lawyers, to rethink business development from the ground up. His most popular episodes was about Bob Mionske, an Olympic road racing cyclist turned “bicycle lawyer.” Give it a listen.
With a background spanning law, marketing, and sales, John helps attorneys translate the language of business development into practical strategies that work even within law firm cultures. Can you imagine? Known for blending creativity, emotional intelligence, and big-picture thinking, he brings a unique perspective on how lawyers can stand out authentically and effectively in a crowded market.
John shares how traditional litigator traits—decisive, fast, commanding—can win in court but backfire with clients who value collaboration and reflection. He outlines a practical model for defining your professional brand through role, skill, context, and style—and explains why style may be your strongest differentiator.
We also dig into how introverted lawyers can grow client relationships through substance, not small talk, and how remote mentoring can actually strengthen early-career development with the right habits and feedback.
Whether you’re an associate building visibility or a partner looking to expand trusted relationships, this conversation will help you make your practice more resilient, referral-ready, and strategically aligned with how clients actually buy legal services.
Thanks to John for sharing his insight, humor, and practical wisdom on how to turn authentic connection into lasting business growth.
As always, if you have comments or wish to participate in one our projects please drop me a note at Editor@LitigationConferences.com.
Tom Hagy
Litigation Enthusiast and
Host of the Emerging Litigation Podcast
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John Reed is the founder and Chief Relationship Builder at Rain BDM, where he helps law firms and lawyers stand out through authentic business development strategies. With a unique background spanning law, marketing, and sales, John bridges the gap between legal expertise and client connection—translating the language of marketing and human behavior for attorneys, and the language of law for their audiences. A frequent speaker and writer on legal marketing and client development, he also hosts the Sticky Lawyers podcast. John earned his J.D., cum laude, from Michigan State University College of Law.
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