Why Lawyers Struggle With Business Development

In today’s episode of the Managing Partners Podcast, Kevin Daisey sits down with legal business development expert Steve Fretzin to break down the real reasons law firms struggle with growth — and the simple shifts that can transform your pipeline, profitability, and client quality. Steve dives into his sales-free selling approach, revealing why most attorneys jump into pitching too fast, fail to qualify effectively, and overlook the deeper business issues holding them back. From intake breakdowns to bad client fit, outdated marketing assumptions, and lack of consistent networking, Steve and Kevin show law firm owners how to regain control and build a healthier, more scalable practice. You’ll learn how to ask better questions, diagnose problems before offering solutions, avoid time-wasters, say “no” sooner, and create a prospect pipeline that lets you attract the clients you want — not the ones you’re stuck with. Today's episode is sponsored by The Managing Partners Mastermind. Click here to schedule an interview to see if we’re a fit. Chapters (00:00:00) - Management Partners Podcast(00:03:21) - The Art of Business Development(00:07:23) - How to Get Out of a Contract With a Law Firm(00:08:48) - How to Approach a Client about a PPC Problem(00:14:23) - How to Get Out of a Limbo(00:19:59) - On Business and the Podcast(00:21:50) - Lawyers Need Business Development(00:26:43) - The Importance of Willingness and Ability(00:30:19) - How to Win with a Reasonable Price(00:32:53) - How to Sell Law Firms to Your Lawyers(00:37:30) - Business Development, Part 2(00:37:47) - How to grow your firm with social media(00:39:06) - Jimmy Kimmel on Collaborating With People