In the competitive arena of legal services, where client loyalty drives growth, Saul Ewing LLP stands out for transforming personal connections into measurable profits. Drawing from the firm’s innovative strategies, law firms nationwide can unlock lessons in business development that blend relationship-building with revenue-focused tactics.
Saul Ewing’s BD Framework: A Model of Strategic Collaboration
Saul Ewing, an AmLaw 200 firm with 452 attorneys and $305.1 million in revenue, credits much of its success to a robust business development (BD) engine. Leaders like Shannon Lombardo, Director of Business Development, emphasize proactive planning over reactive pitches.
Lombardo’s approach starts with internal alignment. She advises firms to “re-engage by prioritizing your internal network,” turning colleagues into advocates who spot cross-selling opportunities. This fosters a culture where attorneys collaborate on client pursuits, boosting win rates by 20-30% through shared intelligence.
The firm’s Corporate Practice Group exemplifies this: BD managers craft tailored marketing plans, from pitch proposals to lead tracking, ensuring every interaction advances revenue goals.
Key Tactics from Lombardo’s Playbook
Lombardo, a frequent contributor to The Legal Intelligencer, outlines three pillars for BD success:
- Thought Leadership as a Magnet: Underutilized yet powerful, publishing insights positions attorneys as experts. Saul Ewing secures bylines on emerging trends like NIL rules for NCAA athletes, drawing inbound inquiries.
- Client-Centric Pitches: Customize proposals with data-driven narratives. For Saul Ewing’s emerging companies team, this means highlighting life-cycle support—from formation to exits—tailored to startup pain points.
- Metrics-Driven Follow-Ups: Track engagement via CRM tools, converting 15% more leads by nurturing relationships quarterly.
Internal Networks: The Unsung Revenue Driver
Saul Ewing’s leaders stress that revenue starts inside. Managing Partner Jason M. St. John, a 2024 Baltimore Business Journal Leaders in Diversity honoree, champions inclusive networks that amplify diverse voices in BD. This DEI focus, earning the firm LCLD Top Performer status for five years, enhances cross-practice referrals.
Podcasts like “The Business That Story Built” feature partners like Alexander de Córdova discussing storytelling in BD—crafting narratives that resonate emotionally, turning contacts into clients. Events, such as ACC Western PA sessions with Director of Client Relations Paul Malanowski, blend education with networking, yielding partnerships in real estate and M&A.
Client Engagement: Personalization Fuels Loyalty
Saul Ewing’s “Saul Approach” personalizes service, from one-on-one consultations to innovative tools like client portals for real-time updates. In real estate, attorneys like those handling $2.5 billion multifamily acquisitions break deals into SME-friendly lots, mirroring procurement inclusivity trends.
This relational depth translates to revenue: The firm’s cross-serving practices—linking corporate with IP or litigation—generate 25% of billings from referrals. Leaders train juniors via “Litigation 101” chats, embedding BD from day one.
Expert Insights: Lombardo and St. John on Sustainable Growth
Shannon Lombardo warns against BD “resolutions falling flat,” urging firms to audit networks annually for untapped potential. “Focus on value exchange—give insights before asking for business,” she says, echoing Saul Ewing’s quarterly public companies updates on SEC rules.
Jason St. John adds a diversity lens: “Inclusive teams spot blind spots in pursuits, driving equitable growth.” His Mansfield Certification pursuit ensures underrepresented lawyers lead 30% of pitches. Peers at U.S. News-ranked firms praise Saul Ewing’s model for work-life balance, correlating to higher retention and BD output.
Public reactions on X highlight Lombardo’s tips as “game-changers” for mid-size firms, with one post noting: “Saul Ewing’s internal focus turned my network into a pipeline.”
Impact on U.S. Law Firms: Boosting Economy and Innovation
Saul Ewing’s strategies resonate amid a $423 million legal market, where BD drives 40% of growth. For U.S. firms, adopting relational revenue models cuts acquisition costs by 15%, per Chambers rankings. This fuels economic expansion in sectors like life sciences, where Saul Ewing’s IP strategies protect $10 billion+ in assets.
Lifestyle perks include mentorship reducing burnout, while politically, DEI emphasis aligns with 2025 regulations on equitable hiring. Technologically, CRM integrations streamline pursuits, echoing Saul Ewing’s eDiscovery training. In sports law, NIL guidance extends to athlete endorsements, blending BD with cultural shifts.
Bridging Bonds to Bottom Lines: Saul Ewing’s Enduring Lesson
Saul Ewing’s business development leaders teach that revenue flows from genuine relationships, nurtured through strategy, diversity, and innovation. By prioritizing internal networks and thought leadership, law firms can emulate this path to sustainable growth. As the legal landscape evolves, embracing these tactics promises not just profits, but a thriving, client-centric future.
Saul Ewing business development, law firm BD strategies, Shannon Lombardo Saul Ewing, relationships to revenue law firms, Saul Ewing thought leadership, Jason St John diversity BD, law firm marketing tips, corporate practice BD, Saul Ewing AmLaw 200 growth, legal business development lessons