How to Achieve Long-Term Success in Law: A Guide to Going Deep, Building Relationships, and Becoming Indispensable

 

As someone who advises attorneys, including those who pay me $5,000 a month for two 90-minute sessions, I’ve seen firsthand how those who implement this approach transform their careers. Below, I’ll share the core strategies I teach my coaching clients and the examples of attorneys who’ve applied these principles to dramatically shift the course of their professional lives. If you’re ready to build the kind of career that offers not just financial security but real job security and fulfillment, this article is for you.
 

1. Your Law School Doesn't Matter—Your Focus and Business Development Skills Do

Far too many attorneys, especially early in their careers, are obsessed with where they went to law school. I’ve seen countless associates from top-tier schools believe that their education will carry them forward indefinitely. But the truth is, law school prestige fades after the first few years of practice. What matters most is how well you focus on your work, how deeply you develop your practice area, and whether or not you can bring in business.

Consider an attorney who once came to me for advice. He graduated from a law school that wasn’t considered “elite.” After graduation, he failed the bar exam twice and was fired from his first job as a result. It would have been easy for him to give up or settle for a less challenging path, but instead, he chose to specialize. He became fascinated by data privacy law, an area few were focusing on at the time. He started writing articles, attending seminars, and building his expertise. Within a few years, this same attorney was hired by one of the most prestigious firms in the country, and today, he makes over $2 million a year while suing some of the biggest tech companies in the world. His secret? Focus.

The Lesson: It’s not where you start; it’s how you develop. No matter where you went to law school, if you can carve out a niche and develop a unique expertise, you will stand out.

Law school only matters if you let it define you. The moment you decide to specialize and commit to learning and mastering a particular area of law, you begin the journey toward creating your own identity as an attorney. Over the years, I’ve had clients from top law schools like Harvard or Yale who, after 10 years, found themselves unable to secure a partner role at their firm. Why? They had no book of business, no specialized expertise, and were simply functioning as cogs in a wheel. Those who focus on specialization early, however, never face this uncertainty.
 

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See Related Articles:

• Why Law School Grades Do Not Matter Forever
• 10 Factors That Matter to Big Law Firms More Than Your Law School
• Grades vs. Experience

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2. The Power of Specialization: Get Rich in a Niche

One of the most common mistakes I see attorneys make is trying to be all things to all people. They take on every type of case or client that comes their way, thinking this will give them more opportunities. But the attorneys who truly succeed in this profession are the ones who find a specific area of law and become known as the expert in it.

Take, for example, another client I coached who focused on offshore trusts. When they started, they were doing basic estate planning work at a mid-sized firm. But they recognized that there was an opportunity in offshore trusts that few attorneys were pursuing. Over the next few years, they built a reputation for being the go-to person for this niche, and today, they’re generating millions in billings. Not only that, but they have job offers from some of the largest firms in the country.

The Lesson: People get rich in niches, not in general practice. Choose a practice area that excites you, go deep, and become the best in that area. Whether it’s offshore trusts, data privacy, intellectual property, or corporate governance, the more you specialize, the more indispensable you’ll become.

This advice is particularly important for attorneys who may have started in smaller or less prestigious firms. Many young attorneys are under the false impression that they need to work for a large, international law firm to be successful. But some of the most successful attorneys I’ve coached have come from smaller firms where they were given more opportunities to specialize and take ownership of a niche. Over time, this ownership turned into a substantial book of business that allowed them to either move to a bigger firm on their terms or continue to grow within their own firm.
 

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See Related Articles:

• Develop a Niche
• Why Focus Matters: Tailoring Your Legal Resume to Stand Out
• Think Differently, Specialize and Prosper

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3. Start Building a Book of Business Early—It’s Your Key to Job Security

While many young attorneys think their job security lies in doing good work or billing enough hours, the real key to controlling your career is having your own clients. The more business you bring into the firm, the more leverage and independence you have. I always tell my clients: you can be the best associate in the world, but if you’re not bringing in clients, you’re entirely dependent on the firm for your work.

Building a book of business is something I counsel my clients to begin as early as possible, even in the first few years of their careers. One client, for instance, was a mid-level associate at a firm that didn’t necessarily encourage business development for associates. But he understood that to gain real job security and independence, he needed to start networking and developing relationships with potential clients. He attended networking events, hosted educational dinners for local business owners, and even did pro bono work that eventually led to paid client relationships.

Within a few years, he had built such a significant client base that the firm was forced to promote him. Even if they hadn’t promoted him, he was in a position to take those clients elsewhere. He had effectively built his own security.

The Lesson: Start building your book of business as early as possible. Attend events, offer free consultations, and get involved in your community. The relationships you build today will provide you with job security for decades to come.

Attorneys who start business development early in their careers will never find themselves in a position where they’re reliant on a firm to keep them employed. Even if the firm dissolves or they want to make a move, having a strong client base allows them to transition smoothly, knowing that their clients will follow them.
 

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See Related Articles:

• Top 9 Ways For Any Attorney To Generate a Huge Book of Business
• How Any Attorney Can Get a $100+ Million Book of Business, Become a Partner in a Major Law Firm, or Start a Successful Business and Retire Whenever They Want
• Strengthening Your Book of Business in a Weakening Economy

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4. Treat the People You Work For Like Clients—Make Yourself Indispensable

One of the biggest lessons I teach my clients is the importance of treating everyone you work with as though they are a client. Whether it’s a partner at your firm or a junior associate who needs your help, the way you interact with people will determine how indispensable you become.

Work doesn’t flow to the person who simply completes tasks—it flows to the person who builds relationships, demonstrates trustworthiness, and consistently overdelivers. I tell my clients to go above and beyond in everything they do. If you’re billing hours, be thorough and provide detailed descriptions of your work. If you’re assigned a task, complete it ahead of schedule and with more detail than expected. Over time, people will come to rely on you.

In a recent coaching session, I advised an attorney who felt that he was being overlooked for assignments despite consistently meeting expectations. The problem wasn’t his work—it was his attitude. He was doing his work, but he wasn’t creating personal connections with the people around him. I advised him to start treating the partners and senior attorneys assigning work to him as if they were his clients. This meant being proactive about helping them, offering suggestions, and checking in regularly. After implementing this approach, he quickly saw a shift in how people perceived him, and he began receiving more challenging and rewarding assignments.

The Lesson: Don’t just do the minimum—make yourself indispensable. Treat everyone you work with as though they’re your client, and they’ll continue to give you work and opportunities.
 

5. Understand the Business Behind the Practice: Recurring Work, Filings, and Client Relationships

Most attorneys only focus on their legal work without understanding the business mechanics behind it. The attorneys who succeed at the highest levels are those who understand how to create recurring work, handle client relationships, and manage the business side of legal practice.

For example, when handling a matter like a trust, there are often ongoing maintenance needs—annual filings, asset management, and other updates that provide the firm with steady, recurring business. Learning how to turn one-off matters into long-term relationships is key to sustained growth. This involves staying in touch with clients, regularly updating them, and ensuring that they are aware of additional services the firm can offer.

In one of my coaching sessions, I had an attorney who was primarily focused on handling the work that came his way. I explained to him that the real value comes from developing long-term relationships with clients, where you’re not just solving one problem but helping them manage all aspects of their legal needs over time. By understanding this business dynamic, he was able to start cultivating these relationships and generating more recurring work for his firm.

The Lesson: Pay attention to the business side of the practice. Learn how to maintain ongoing relationships with clients, understand how recurring work is managed, and always think about how to provide long-term value to your clients.
 

6. Stay in Private Practice for Long-Term Security and Growth

A lot of attorneys are tempted to go in-house because it seems like a better lifestyle—fewer billable hours, more predictable work. However, what many don’t realize is that going in-house often limits your growth potential. The opportunities for promotion are slim, and in-house positions are often subject to the whims of a company’s financial situation. If the company is acquired, downsizes, or changes leadership, you could find yourself out of a job.

Attorneys in private practice, however, can continue to grow their books of business, develop new areas of expertise, and control their careers. I’ve seen attorneys in their 50s and 60s who have thriving practices because they’ve spent decades building a loyal client base. In contrast, I’ve seen many attorneys who went in-house struggle after just a few years when the job market shifted.

The Lesson: Stay in private practice if you want long-term career growth and security. Private practice gives you the opportunity to grow your own client base and have control over your career path.
 

Conclusion: Invest in Yourself, Go Deep, and Build Relationships

Success in law isn’t about where you start—it’s about how deeply you’re willing to invest in yourself. The attorneys who focus on personal development, specialize in a niche, and build strong client relationships are the ones who control their own destinies. Whether you’re just starting out or looking to take your career to the next level, the strategies I’ve shared here are the same ones I teach my $5,000-a-month coaching clients. These principles have transformed the careers of countless attorneys, and they can do the same for you.

Start today: identify your niche, begin building your book of business, treat everyone you work with like a client, and never stop improving. Your career—and your future—are in your hands.
 

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About Harrison Barnes

Harrison Barnes is a prominent figure in the legal placement industry, known for his expertise in attorney placements and his extensive knowledge of the legal profession.

With over 25 years of experience, he has established himself as a leading voice in the field and has helped thousands of lawyers and law students find their ideal career paths.

Barnes is a former federal law clerk and associate at Quinn Emanuel and a graduate of the University of Chicago College and the University of Virginia Law School. He was a Rhodes Scholar Finalist at the University of Chicago and a member of the University of Virginia Law Review. Early in his legal career, he enrolled in Stanford Business School but dropped out because he missed legal recruiting too much.

Barnes' approach to the legal industry is rooted in his commitment to helping lawyers achieve their full potential. He believes that the key to success in the legal profession is to be proactive, persistent, and disciplined in one's approach to work and life. He encourages lawyers to take ownership of their careers and to focus on developing their skills and expertise in a way that aligns with their passions and interests.

One of how Barnes provides support to lawyers is through his writing. On his blog, HarrisonBarnes.com, and BCGSearch.com, he regularly shares his insights and advice on a range of topics related to the legal profession. Through his writing, he aims to empower lawyers to control their careers and make informed decisions about their professional development.

One of Barnes's fundamental philosophies in his writing is the importance of networking. He believes that networking is a critical component of career success and that it is essential for lawyers to establish relationships with others in their field. He encourages lawyers to attend events, join organizations, and connect with others in the legal community to build their professional networks.

Another central theme in Barnes' writing is the importance of personal and professional development. He believes that lawyers should continuously strive to improve themselves and develop their skills to succeed in their careers. He encourages lawyers to pursue ongoing education and training actively, read widely, and seek new opportunities for growth and development.

In addition to his work in the legal industry, Barnes is also a fitness and lifestyle enthusiast. He sees fitness and wellness as integral to his personal and professional development and encourages others to adopt a similar mindset. He starts his day at 4:00 am and dedicates several daily hours to running, weightlifting, and pursuing spiritual disciplines.

Finally, Barnes is a strong advocate for community service and giving back. He volunteers for the University of Chicago, where he is the former area chair of Los Angeles for the University of Chicago Admissions Office. He also serves as the President of the Young Presidents Organization's Century City Los Angeles Chapter, where he works to support and connect young business leaders.

In conclusion, Harrison Barnes is a visionary legal industry leader committed to helping lawyers achieve their full potential. Through his work at BCG Attorney Search, writing, and community involvement, he empowers lawyers to take control of their careers, develop their skills continuously, and lead fulfilling and successful lives. His philosophy of being proactive, persistent, and disciplined, combined with his focus on personal and professional development, makes him a valuable resource for anyone looking to succeed in the legal profession.

About BCG Attorney Search

BCG Attorney Search matches attorneys and law firms with unparalleled expertise and drive, while achieving results. Known globally for its success in locating and placing attorneys in law firms of all sizes, BCG Attorney Search has placed thousands of attorneys in law firms in thousands of different law firms around the country. Unlike other legal placement firms, BCG Attorney Search brings massive resources of over 150 employees to its placement efforts locating positions and opportunities its competitors simply cannot. Every legal recruiter at BCG Attorney Search is a former successful attorney who attended a top law school, worked in top law firms and brought massive drive and commitment to their work. BCG Attorney Search legal recruiters take your legal career seriously and understand attorneys. For more information, please visit www.BCGSearch.com.