A one-day, business development workshop for both new and experienced legal practitioners
Presented by Simon Tupman
In today’s competitive legal services environment, technical expertise alone is no longer enough to ensure success. The lawyers who thrive are those who can develop visibility, build trusted relationships and generate profitable work. The Rainmaker’s Roadmap is a practical and engaging workshop designed for lawyers who want to grow their practice confidently, authentically, and strategically. This workshop will explore the key principles, habits, skills, and mindsets that underpin successful business development — from building networks and deepening client relationships through to personal branding and implementing a workable business development plan.
Simon will share practical tools and insights to help you:
develop your personal business development plan
build confidence in networking and relationship-building
develop a compelling proposition for prospects
strengthen referral and client relationships
identify opportunities for new business
create visibility in your chosen field
develop sustainable habits that lead to long-term practice growth
Designed to be highly practical and discussion-based, the workshop will combine real-life examples, interactive exercises, and actionable strategies that you can implement immediately. Whether you are a new lawyer looking to build your profile or an experienced practitioner seeking a more intentional approach to practice growth, The Rainmaker’s Roadmap provides a clear framework for building a successful and sustainable book of business.
Who is this for?
Newly appointed Partners
Senior Associates
Associates
Senior Solicitors
Workshop agenda (timings are approximate)
9:00am – 9.45am: Session 1 — The Rainmaker Mindset
Topics Covered
What actually drives practice growth today
Why technical competence is not enough
The difference between ‘selling’ and relationship-building
Understanding how clients choose
Developing a client-centric mindset
Overcoming common barriers
Interactive Component
Self-reflection exercise:
What do you want?
Why?
Group discussion:
common misconceptions about business development
Key Outcomes
Participants will:
understand the foundations of effective business development
identify personal strengths and blind spots
begin reframing business development as relationship-building rather than ‘selling’
9.45am – 11:00am: Session 2 — Building Your Credibility and Visibility
Topics Covered
Defining your professional brand
Identifying your ideal clients and referral sources
Positioning yourself in the market
Becoming known for something
External visibility strategies
Interactive Component
Crafting your professional positioning statement
Group exercise:
“What do you want to be known for?”
Key Outcomes
Participants will:
clarify their market positioning
identify practical visibility strategies
develop a more intentional profile-building approach
11:00am – 11:15am: Morning Tea
11:15am – 12:30pm: Session 3 — Relationship Building
Topics Covered
How strong professional relationships are built
The importance of trust, credibility and connection
Understanding your clients’ business and expectations
Working with colleagues
Effective follow-up strategies
Getting client input and feedback
Going the extra mile
Asking the right questions
Interactive Component
Role-play networking and referral conversations
Key Outcomes
Participants will:
gain practical networking tools
identify key relationship opportunities
learn strategies for maintaining meaningful professional connections
12:30pm – 1:15pm: Lunch
1:15pm – 2:15pm: Session 4 - Creating Opportunities
Topics Covered
Recognising opportunities within existing relationships
Identifying client pain points and future needs
Cross-selling and collaborative opportunities
Having commercial conversations naturally and authentically
Following up without feeling ‘salesy’
Dealing with rejection
Interactive Component
Practical questioning exercises
Conversation frameworks participants can apply immediately
Key Outcomes
Participants will:
improve confidence in commercial conversations
understand how to identify opportunities organically
develop stronger client engagement skills
2:15pm – 3:15pm: Session 5 — Developing Your Personal Business Development Plan
Topics Covered
Why most business development plans fail
Creating realistic and sustainable habits
Setting meaningful goals
Investing your time wisely
Building momentum
Tracking activity and progress
Interactive Component
BD plan development
Peer discussion
Key Outcomes
Participants will:
select strategies
identify immediate action steps
leave with measurable actions and priorities
3:15pm – 3:30pm: Afternoon Tea
3:30pm – 4.15pm: Closing Discussion and Q&A
Key takeaways
Participant reflections
Questions and discussion
Final action commitments
YOUR INVESTMENT
NZ $750 plus GST per person. (Discounts available when registering more than one person from the same firm: 2 people 10%, 3 or more people 15%). Prices includes a signed copy of Simon’s new book ‘The Heart of Practice’, a digital workbook and a digital copy of Simon’s first book ‘Why Lawyers Should Eat Bananas’ for each participant. There will also be a follow up group discussion within a month of the workshop to share learnings from the programme. Invoices will be sent on registration and need to be paid in full prior to the workshop.
The workshop will be restricted to 12 participants in order to promote interaction and enhance learning.
CPD eligibility: 6 hours. Certificates will be issued on completion.