In a recent conversation with Randi Cohen, labor and employment litigator at Kalmanson Cohen PLLC, I explored how a lawyer with nearly two decades of experience built a seven-figure practice without ever really thinking of herself as someone who networks.
Randy shared a story of imposter syndrome faced head-on, relationships built through genuine curiosity, and the slow, gratifying realization that the people you once feared can become your most loyal advocates.
Battling the ‘Imposter Complex’
Randi once faced an adversary who tried to intimidate her team. On the outside, her team held firm, but on the inside, they were sweating through it.
The adversary who tried to intimidate them? She’s now a referral source.
‘Sharing Yourself’
Randi’s No. 1 tip for business development?
Getting to know her clients — and even her adversaries. Here’s why.
Networking Without ‘Networking’
Randy shared her philosophy on networking itself, or more precisely, her refusal to think of it that way at all.
The through line is simple: listen to what people actually need, and lead with generosity. Business development becomes far less complicated when it’s grounded in this approach.
Steve Fretzin is a five-time bestselling author, host of the BE THAT LAWYER and Future Rainmakers podcasts, and a business development coach who works exclusively with attorneys. For more than 18 years, he has helped lawyers build strong books of business without selling, pitching, or chasing, using his proven Sales-Free Selling™ approach. His clients consistently become top rainmakers and credit his coaching and systems for driving meaningful, measurable growth. Steve can be reached directly at steve@fretzin.com, or through his website at bethatlawyer.com. Connect with him on LinkedIn at https://www.linkedin.com/in/stevefretzin. His ALL NEW BE THAT LAWYER Community is changing how lawyers develop the skills never taught in law school. Learn more at bethatlawyer.com/community.
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