Edition #17 | What no one tells you about BD in the partnership, the BD habits of the biggest billers and how to upsell without being salesy

Welcome to edition 17 of Trifecta

This month, we’re sharing what really changes when you make partner - including the hidden BD pressure, the importance of internal relationships, and how gender still plays a role in how lawyers win work.

We’re also revisiting one of our most popular reads: the BD habits that top-billing partners have in common and how you can start building them into your daily life.

And if sales still make you cringe, don’t worry - we’ve got a reframe that makes BD feel more like helping (because it is).

Plus: a bonus guide for associates looking to make the jump to partner.

Making the jump to partner: What no one tells you

Becoming a partner is a huge milestone, but what really changes when you get there?

This month, we’re talking to Leanne Wright, a newly made partner at Osborne Clark, about the biggest shifts no one warns you about:

The sudden pressure to generate your own work (even if no one is asking you to).
How internal relationships can make or break your first year.
The unspoken gender gap in BD - and how she found a workaround.
Why self-awareness is the most underrated skill for new partners.

🔗 Read the full interview

The simple habits behind big-billing partners

Not every top-performing partner is a natural-born seller. But there is a pattern to success.

This month, we’re revisiting one of our most-read articles: the 5 BD profiles found in law firm partners - and why one in particular stands out. We’re also sharing:

The latest data on Activator behaviours and revenue impact
A behind-the-scenes example from a partner we work with

Simple, practical habits to help you move into Activator territory

🔗 Find out more

Feel salesy talking to clients? Try this approach

Most lawyers dread sounding like they’re selling. But what if business development could feel like helping?

This month’s quick read explores the concept of upserving - a mindset shift that helps you spot client needs, add value, and build trust, without pushing a pitch. It also includes:

5 practical ways to use upserving in BD conversations
Why curiosity is your best BD tool
A simple reframe that makes selling feel more natural

🔗 Read the article

Bonus: 20 things to do if you make it to partnership download

Thinking about partnership – or mentoring someone who is?

In our newsletter interviews, we often ask partners what advice they'd give their younger selves.

Nearly every time, the answers circle back to business development:

➡️ Start earlier

➡️ Build your network intentionally

➡️ Know your value

To support that next generation of leaders, we’ve pulled together a free download: Making the Jump to Partner – a practical guide to help mid-level and senior associates work out what they actually need to do now to set themselves up for promotion later.

It’s part of a wider deep dive coming soon on how firms can better support associates on the partnership path – so consider this your sneak preview.

Download Making the Jump to Partner

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View previous editions of Trifecta by clicking here.

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

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Trifecta

The BD realities of making partner, and how top billers do it differently