Episode 301 features your conversation with business development coach and author Doug Ott about his new book The Business Development Shift: How to Win Clients Through Intellectual Curiosity and Consistency. Doug’s core thesis is that professionals grow faster when they reframe business development from “selling” to “solving,” leading with authentic curiosity instead of pitches. He emphasizes that introverts can have an edge because strong BD is driven by listening, asking better questions, and earning trust in the “deep end” of relationships, not just collecting contacts. You also discuss how visibility and staying top-of-mind separate two equally capable lawyers, and why “passive” language kills momentum while “active” language with specifics creates real progress. YouTube: https://youtu.be/0O-4XaeM9QM ---------------------------------------- 📖 Subscribe to The Rainmaking Magazine If you’re serious about growing your book of business, you’ll want to check out The Rainmaking Magazine — a monthly digital publication packed with insights, strategies, and real-world advice for professionals. 💡 Created for results-driven rainmakers who value credibility and substance. 💥 Now live — subscribe today www.therainmakingmagazine.com ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ ---------------------------------------- Doug Ott is a business development coach and speaker who helps lawyers and consultants grow their practices through curiosity, trust, and consistent relationship-building, without pretending to be someone they’re not. He is the author of The Business Development Shift, a practical guide for professionals who want to win work by asking better questions, deepening relationships, and staying visible in a way that feels authentic and sustainable. Doug has more than 35 years of experience in sales, marketing, and business development leadership, including 20 years working closely with lawyers, consultants, and accountants. He previously led business development for Deloitte’s Forensic and Advisory practice, partnering with Fortune 100 general counsel and lawyers at leading international law firms. Today, Doug explains complex business development concepts in clear, practical terms and is known for helping professionals turn thoughtful conversations into long-term client relationships. He works with firms across the U.S. and internationally and delivers most of his coaching and training from his home base in Lake Tahoe, California. • Main website: www.dougottconsulting.com • Book page (order link): www.dougottconsulting.com/book • LinkedIn: https://www.linkedin.com/in/dougott123/ ---------------------------------------- The Managing Partner Lab https://surepoint.com/managing-partner-lab/ What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. Why Attend Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense of what’s changing—and determine what to do next. Learn more about your ad choices. Visit megaphone.fm/adchoices

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“What did the council decide on item 42?” — answered with the speaker and the moment.