Law firms are building more sophisticated business operations teams, and revenue generation is increasingly at the center of that effort.

We’re seeing a noticeable increase in hiring for client-facing business development and revenue generating roles. Firms are looking for professionals who can work alongside partners to provide market intelligence, deepen relationships, and spot opportunities for sustained growth.

Law firms have hired client and market-facing business professionals before, but this shift is meaningful. 

Here’s what I am seeing:

• These are strategic positions with a defined role working alongside partners on key clients, industries, and growth opportunities.
• Firms are getting more disciplined about what business they can win and are embracing a more realistic view of their strengths, markets, clients, and competitive position.
• Partners and BD professionals are working as teams with a focus on client intelligence, relationship development, opportunity identification, and pipeline management.
• Firms are building systems to amplify efforts using AI, CRM, client intelligence technologies, and other enterprise-level resources.

BD coaching is focused on practical approaches and accountability. Firms are favoring opportunity-specific tactics, measurable activities, and sustained follow-through.

Investment in BD and sales is happening at firms of all sizes, with firms budgeting for both in-house talent and outside advisors who work together to help lawyers develop relationships and generate business. 

As firms continue to build out more sophisticated business operations teams, we’re seeing sustained demand for professionals who can contribute directly to revenue growth. It’s clear these roles are becoming more strategic, more integrated with the practice, and closely connected to overall growth objectives.

Join in on the conversation with Jason Caramanico.