No Time for Lunch? No Problem. Do BD Differently.

By: Kelly Caldwell

If I had a dollar for every time a lawyer told me, "I know I should reach out to so-and-so for lunch, but I just don't have the time"… well, let's just say my bucket list would be a lot shorter.

Here's what I've learned coaching lawyers: yes, lunch can be lovely, but if workload makes that kind of outing feel like an impossible commitment, it creates BD paralysis. Lunch doesn’t get booked, and the reach-out that is likely already overdue simply doesn’t happen.

The truth? Some of the most powerful relationship-building happens in moments that take less time than your morning coffee run.

Start with Curiosity, Not Obligation

Before you plan a touchpoint, start by getting curious. What makes your contact tick? Are they mentoring younger lawyers? Posting travel photos? Quoting Ted Lasso on LinkedIn? The more you know about what energizes them, the more relevant, creative—and frankly enjoyable—your BD efforts will be.

Generic small talk over a salad? You can do better.

20 Ways to Dodge the Lunch Trap

The Quick Connects:

• The 7-Minute Phone Call A brief, genuine check-in often means more than a lengthy lunch. "Just wanted to see how the merger's going" works wonders.

• Voice Messages Text feels transactional. Voice feels human. Instead of typing someone a text, record a short message. They’ll hear your tone, your energy, your intention.

• Early Coffee (Before 8:30 AM) Beat the crowd. Beat the calendar chaos. You’re in, out, and caffeinated by 9.

The Thoughtful Touch:

• Send Relevant Intel Forward an article, report, or podcast with a note: "This reminded me of our conversation about X." It shows you listen and think of them.

• Make Strategic Introductions Be the person who connects great people. It builds goodwill and network strength.

• Share Your Platform Writing a newsletter? Hosting a webinar? Invite them to contribute or attend. It positions you as a connector, not just a service provider. And it says, “I value your voice.

  
  

  The Surprise and Delight

• Desk Drop Treats Show up with their favorite coffee and a handwritten note. Unexpected, delightful, and takes five minutes to leave them with a smile.

• Celebrate Their Wins Promotion? Big case? Give them their flowers—figuratively or literally. Mail a congratulations card for a promotion. Post a thoughtful LinkedIn comment on their achievement.

• Remember Personal Milestones Birthday wishes, work anniversaries, kids' graduations. Put them in your calendar. (Then actually follow through.)

The Experience Builders

• Walking Meetings Swap the conference room for a neighbourhood stroll. Fresh air changes conversations and can lead to better connections.

• Breakfast Meetings Often easier to schedule and book than lunch, and most of us are sharper in the morning.

• Co-Working Sessions "I'll be at [coffee shop] working on briefs Thursday morning—join me if you need a change of scenery." Low pressure. High impact.

  

The Digital Touch

• Thoughtful LinkedIn Engagement Comment meaningfully on their posts. Share their content with your network. Show up consistently in their professional world.

• Quick Video Updates Record a 60-second video sharing an insight or update. More personal than email, far less demanding than a call.

• Collaborative Playlists If they're music lovers, start a Spotify playlist you both contribute to. Quirky but unexpected and thus memorable.

The Value-Add Moves

• Cross-Practice Collaboration Partner with lawyers in complementary areas. The estate planner who always needs corporate counsel, the litigator who refers family law cases—create natural referral relationships.

• Invite Them to Exclusive Events Legal association gathering? Industry roundtable? Client appreciation event? Thoughtful invitations make people feel seen.

• Create Learning Opportunities "I'm organizing a small group to discuss the new data privacy regulations—interested in joining?" You aren’t selling; you’re adding value.

The Consistent Connection

• Monthly Check-In Texts Simple: "Hope your quarter is ending strong!" Keeps you present without being pushy. It’s a way of keeping the door open.

• Holiday Care Packages Skip the generic corporate gifts. Send something that shows you know them—specialty tea for the tea lover, local honey for the foodie. Send something they’ll actually use—or laugh about.

The Real Secret: Consistency Over Intensity

One thoughtful moment every few months beats one epic lunch every year. You’re not trying to dazzle. You’re trying to stay connected—authentically, regularly, and in ways that fit your life.

At SGI, we help lawyers build BD systems that reflect who they are. No scripts. No pressure. Just practical ways to build relationships that support your practice and your goals.

So, if lunch keeps slipping off your calendar? Let it go. Pick three ideas from this list, try them this month, and track how they land. Business development isn’t a special occasion—it’s a habit.

And the best BD? It doesn’t feel like BD at all.