In an interview with Nicole Giantonio of the LeftFoot: On Business Development podcast, Faegre Baker Daniels partner Terri Combs discussed strategies for building a legal practice. Combs, whose practice focuses on financial services, cited examples from her own professional life, which included a mid-career move from the financial epicenter of New York City to Des Moines, Iowa. To maintain a thriving practice despite a major change of location, Combs emphasized the need to embrace the role of the salesperson.
“Sales is a part of everything,” Combs said. “It doesn’t matter what you do, you’re going to have to market, sell, whatever the word is—you’ll have to have someone who wants the services you offer.”
Combs also stressed that credibility in clients’ eyes is critical and best achieved by being forthright and only pitching work that aligns with expertise.
“It goes back to credibility,” Combs said. “It’s really penny wise and pound foolish to go pitch something that you don’t have any business doing. I don’t why anyone would do that, or who they think they’re kidding.”