Edition #18 | The real work begins: Partner-level BD, new financial year planning, and how to stay consistent

Welcome to edition 18 of Trifecta

This month’s edition is all about forward motion.

Whether you’ve just stepped into partnership or are thinking about growing your practice more strategically this year, we’re here to help you do it with more focus and less guesswork.

We’re kicking off with a candid look at what changes when you become a partner, including the shift from doer to leader and why a solid marketing plan matters more than a LinkedIn post.

Then, we’re sharing some practical tips to align your BD with the new financial year – from smarter goals to better follow-ups. And if consistency is your challenge, don’t miss our tip of the month: how habit stacking can keep your BD on track, even when you're flat out.

More than a title: the realities of making partner

We spoke to Darren Hooker, Partner at Capsticks, about what it really takes to build a new practice – and a partner profile – from the ground up:

Why becoming partner meant shifting from “doer” to “strategist” overnight.
How writing articles isn’t marketing – unless you know who you’re writing for and why.
The marketing plan that keeps him focused – and how he breaks it into clear, actionable steps.
Why long-term client relationships matter more than the hunt for new ones.
His advice to senior associates: back your ambition with a business case – and a plan.

🔗 Read the interview here

Align your BD strategy with the new financial year: simple steps for legal professionals

The start of a new financial year is a great opportunity to pause and reset your business development strategy. While many lawyers dive straight into another busy stretch, taking a moment to reflect on what worked (and what didn’t) can give you a real advantage in the year ahead.

Here are three practical ways to sharpen your approach:

Set SMART goals, not vague ambitions – clarity keeps you focused.
Make it manageable – small, consistent actions beat big, infrequent ones.
Don’t forget the follow-up – it’s often where the real wins happen.

You don’t need a complete overhaul to see results – just a few smart shifts to keep your BD efforts intentional, effective, and client-focused.

🔗 Read the full article

Tip of the month: Habit stacking

Struggling to make BD a consistent habit? Try habit stacking.

We all know BD is important, but when your day is packed with client work, it can easily fall to the bottom of the list. The key to consistency? Make BD part of what you’re already doing.

Enter habit stacking.
It’s a simple but powerful technique: you take something you already do regularly and “stack” a BD habit on top. This makes it easier to stay consistent without having to carve out extra time.

Here are a few easy ways to start:

🔹 After a client call: Send a follow-up article or insight that adds value.
🔹 Before your weekly team meeting: Take two minutes to check in with one referrer or past contact.
🔹 While sipping your morning coffee: Scroll LinkedIn and engage with a few key contacts - like, comment, or share something useful.

These small, repeatable actions may seem minor in the moment, but over time, they build meaningful momentum. Consistency compounds - and that’s what turns BD from a task into a habit.

So, what’s one BD habit you could stack this week?

If you’re looking to take it further, we’d highly recommend James Clear’s Atomic Habits - it’s a game-changer.

Coming in May: The junior partner report: Supporting the step-up

We’re lifting the lid on what really supports the step up – and what firms, senior partners and BD teams can do to ease the transition. Real voices, practical insights, and a host of unexpected truths about becoming a partner.

Watch this space - as a subscriber, you'll receive it direct to your inbox.

Not sure what to do next?

You have some options:

View previous editions of Trifecta by clicking here.

Want even more content? Check out the insights page on our website here.

Let’s keep in touch:

Have you been forwarded this email? Click here to sign up to receive the next edition directly into your inbox.

Want to change how you receive these emails?
Unsubscribe · Preferences

Trifecta

BD under pressure: what changes at the top, and how to keep pace