In this episode of “Be That Lawyer,” I sit down with Jennifer Gillman, President and Founder of Gillman Strategic Group, to break down a distinction that quietly shapes every legal career: the difference between lawyers who control their work and lawyers who are controlled by it.
Jennifer draws from her experience as both a former practicing attorney and a trusted recruiter to explain why business development is the gateway to flexibility, autonomy, and long-term career satisfaction.
Lawyer’s Secret: Become a Rainmaker
Jennifer explains the difference between being a service partner and a rainmaker, and why that distinction matters at every stage of a legal career. Rainmakers bring in the work, which gives them meaningful influence over staffing, timelines, and how matters are managed. That control allows lawyers to align professional responsibilities with personal priorities, whether that means attending family events, taking time off, or setting realistic deadlines.
Service partners, by contrast, often operate on schedules set by others. Jennifer emphasizes that this has nothing to do with talent or intelligence. It comes down to understanding the business of a law firm and committing to client development early, even in small ways. She encourages lawyers to view business development as an investment that compounds over time, much like interest. Even 15 minutes a week done consistently can lead somewhere meaningful.
Monthly Networking Event: Build Connections & Reputation
Steve shares how a simple one hour monthly networking event can create real value without pressure or pitching. By bringing lawyers together in a relaxed setting, participants walk away with genuine connections rather than transactional exchanges. The focus is on generosity, visibility, and giving people a reason to remember you.
Jennifer adds that building a wide network allows lawyers to be useful in many different ways, not just legally. When people see you as someone who can help solve problems or make thoughtful connections, referrals follow naturally. Reputation is built through consistent presence and genuine interest in others, not through aggressive selling.
Networking: How Junior Professionals Build Connections
Jennifer offers practical guidance for lawyers earlier in their careers, emphasizing that networking is not about chasing senior decision makers exclusively. Peers and junior contacts often grow into positions of influence over time. Building relationships at your level creates a future referral network that matures alongside you.
She also highlights the importance of follow through. Being the person who sends a resource, makes an introduction, or responds promptly leaves a lasting impression. Small acts of helpfulness signal reliability and care, which are qualities people remember when opportunities arise.
“If you can develop one dollar of business, you can develop a million dollars or ten million,” Jennifer says.
Watch the full conversation here.
Steve Fretzin is a bestselling author, host of the “Be That Lawyer” podcast, and business development coach exclusively for attorneys. Steve has committed his career to helping lawyers learn key growth skills not currently taught in law school. His clients soon become top rainmakers and credit Steve’s program and coaching for their success. He can be reached directly by email at steve@fretzin.com. Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.
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