Law school taught you how to practice law, but nobody taught you how to bring in clients or lead people. In her first podcast appearance ever, Susan B. Silverman explains why copying your firm's top rainmaker won't work, and how building on your own strengths, earning trust, and learning leadership as a skill can change your career. In this episode, Steve Fretzin and Susan Silverman discuss: Why mid-level associates switch firms Mentorship, sponsorship, and structured associate development Business development based on your strengths, not sales pitches Building rapport and trust through vulnerability Moving from excellent attorney to effective leader Key Takeaways: Business development isn't one-size-fits-all. Copying the biggest rainmaker in your firm probably won't suit your strengths, so start with what you already do well. Selling is really listening. Find out what problem the other person is dealing with, ask follow-up questions, and help them reach their goal. Relationships that bring in business take years, and timing matters. If you walk into every conversation needing a new client, that pressure can get in the way of the relationship. Making partner gives you a title, not leadership skills. Leadership means developing others, delegating, giving feedback, and influencing people without formal authority, and all of it can be taught. Don't face a career crossroads alone. Talking to someone who can show you options beyond "stay or quit" can keep you from making a decision you regret. "Making partner is a title. It doesn't make you an effective leader. Leadership is a skill; it can be practiced, and it can be taught." — Susan Silverman Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again. Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers. Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/ Thank you to our sponsors! LEX Reception: https://www.lexreception.com/partners/bethatlawyer Rankings.io: https://rankings.io/ Lawyer.com: https://www.lawyer.com/ Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/ About Susan Silverman: Former commercial litigator and business development expert Susan B. Silverman helps law firms retain top mid-level associates, strengthen their leadership pipeline, and build systems that drive long-term growth. Having experienced firsthand how firms invest heavily in early training but leave mid-level associate development inconsistent, she acts as a trusted advisor to firm leadership to bridge structural gaps on the path to partnership. Connect with Susan Silverman: Website: https://susanbsilvermanconsulting.com/ LinkedIn: https://www.linkedin.com/company/susan-b-silverman-consulting-llc/home/ Connect with Steve Fretzin: LinkedIn: Steve Fretzin Twitter: @stevefretzin Instagram: @fretzinsteve Facebook: Fretzin, Inc. Website: Fretzin.com Email: Steve@Fretzin.com Book: Legal Business Development Isn't Rocket Science and more! YouTube: Steve Fretzin Call Steve directly at 847-602-6911 Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.
Law school taught you how to practice law, but nobody taught you how to bring in clients or lead people. In her first podcast appearance ever, Susan B. Silverman explains why copying your firm's top rainmaker won't work, and how building on your own strengths, earning trust, and learning leadership as a skill can change your career.
In this episode, Steve Fretzin and Susan Silverman discuss:
Key Takeaways:
"Making partner is a title. It doesn't make you an effective leader. Leadership is a skill; it can be practiced, and it can be taught." — Susan Silverman
Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.
Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.
Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/
Thank you to our sponsors!
LEX Reception: https://www.lexreception.com/partners/bethatlawyer
Rankings.io: https://rankings.io/
Lawyer.com: https://www.lawyer.com/
Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/
About Susan Silverman: Former commercial litigator and business development expert Susan B. Silverman helps law firms retain top mid-level associates, strengthen their leadership pipeline, and build systems that drive long-term growth. Having experienced firsthand how firms invest heavily in early training but leave mid-level associate development inconsistent, she acts as a trusted advisor to firm leadership to bridge structural gaps on the path to partnership.
Connect with Susan Silverman:
Website: https://susanbsilvermanconsulting.com/
LinkedIn: https://www.linkedin.com/company/susan-b-silverman-consulting-llc/home/
Connect with Steve Fretzin:
LinkedIn: Steve Fretzin
Twitter: @stevefretzin
Instagram: @fretzinsteve
Facebook: Fretzin, Inc.
Website: Fretzin.com
Email: Steve@Fretzin.com
Book: Legal Business Development Isn't Rocket Science and more!
YouTube: Steve Fretzin
Call Steve directly at 847-602-6911
Audio production by Turnkey Podcast Productions. You're the expert. Your podcast will prove it.