Secrets of the Masters: The Business Development Guide for Lawyers

AS A lawyer in today's market, you're expected not only to deliver solid legal results, but to drive revenue and consistently source and win new business for your firm.

How to be a great lawyer? You already know. How to be a great rainmaker? We’re about to tell you…

Managing Partner and David H. Freeman, internationally acclaimed business development expert and coach, presents: Secrets of the Masters: The Business Development Guide for Lawyers.

This inspirational handbook is packed with hundreds of proven tools, tips, and techniques for increasing revenue and forging relationships with clients and colleagues that will last you a lifetime. The rainmaking secrets revealed will enable you to:

  • Find practice niches;
  • Apply alternative fees;
  • Accelerate cross-selling;
  • Categorise your key targets;
  • Use social media effectively;
  • Identify and build personal strengths;
  • Deliver exceptional levels of client service;
  • Build powerful internal and external networks;
  • Get client meetings and maximise their effectiveness;
  • Improve lateral success and enhance lateral integration; and
  • Make business development a career-long, sustainable process.

Secrets of the Masters features a highly regarded team of over two dozen law firm marketing and business development experts who offer their insight, experiences, and real-world tips on attracting, retaining, and growing your client base.

Each chapter also includes an extensive range of business development approaches and mini case studies, along with a useful planning worksheet which prompts you to make decisions and take action.

PLUS...Within the complimentary CD-Rom you'll find all the supporting worksheets and checklists featured throughout the book, along with a personal business development plan template to help you tailor your strategies.

“Secrets of the Masters” is the most comprehensive, yet practical “how to” guide I’ve seen for developing business in the legal industry. Whether you’re a young lawyer starting to build a practice and reputation, or a seasoned practitioner looking to achieve the next level of success, this book is your roadmap. Simply stated, if you heed its principles, you will make more money.” - Jonathan Fitzgarrald, Chief Marketing Officer of Greenberg Glusker and author of


  • Chapter 1: Finding niches and developing your strategy
  • Chapter 2: Growing networks and staying memorable
  • Chapter 3: Getting and maximizing meetings
  • Chapter 4: Client loyalty – Delivering exceptional client service
  • Chapter 5: Cross-selling – Working together to get more work from existing clients
  • Chapter 6: Maximizing business development for laterals
  • Chapter 7: Social networking, social media, websites and search engine optimization
  • Chapter 8: Alternative fee arrangements
  • Chapter 9: Sustainability techniques

David H Freeman




About the author:

David H Freeman, JD, a former lawyer and now CEO of the David Freeman Consulting Group, has helped thousands of managing partners, group and department leaders, partners, counsel, and associates become better leaders and rainmakers in hundreds of law firms world-wide.

For nearly two decades, he has worked with over one-third of the AmLaw 200, and in 2013, for the second consecutive year, he was recognized as the best law firm business development and coaching service provider in a National Law Journal survey. He is an internationally acclaimed speaker who presents at law firm retreats, law firm networks, international, national, and regional conferences, LMA and ALA chapter meetings, bar association meetings, and law schools.

David’s main areas of practice include leadership training and coaching; business development training and coaching; accelerated cross-selling; client service training and planning; retreat design, facilitation, and speaking; and business development culture assessments. He was Co-Chair of the Legal Marketing Association’s 2010 Annual Conference, he has written a unique book for law firm leaders called Weekly Reminders for Revenue-Focused Leaders, and he is a co-author of Law Firm Marketing Leaders: Tips from a Collection of Experts. He also wrote an on-going leadership column for American Lawyer Media’s newsletter, Marketing the Law Firm, and he has authored many other articles on the revenue-related aspects of management, leadership, service, strategy, and business development for most of the major legal publications.

David also produces practical video tips focused on leadership and business development, he has developed a DVD-based personal rainmaking system for lawyers called CMOplaybook®, and he created a business development culture assessment tool for law firms called Culture Xray®. David can be reached via email at the consulting group.

£95 (£9.50 p&p)