Developing Business


Here’s another installment of Inside Out with law firm partner Christina Martini and in-house counsel David Susler. They are not only lawyers who practice on different sides of the table, but they are also married.

Watch for additional discussion on this topic with the Better Government Association’s Andy Shaw at

As the service provider, what are the keys to successful business development and getting in front of potential in-house clients?

Martini: There are many critical components to successful business development and I will mention just a few of them here. First, you really need to know yourself and your capabilities, and you have to know exactly what it is that you are selling. You must also know your audience, the services they are seeking and whether there is alignment between what you are selling and what they want to buy.

Originally published in Chicago Lawyer - November 2013.

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