S03E123 Law Firm Business Development with Adam Brown

Episode notes

We sit down with Adam Brown, business development and marketing lead at FMJ, to unpack how lawyers can stop guessing and start building growth with intention. Adam’s career spans practice, public service, courts, and teaching, giving him a rare, practical view of what actually works in law firm marketing. We break down common time-wasters like networking with peers instead of buyers, then show how to shift into rooms where real decisions happen. Adam shares a simple, high-ROI conference playbook: pre-book meetings, prioritize hallway conversations, post smart updates with speaker tags, and follow up quickly. We also cover the cost math of time away from billables and the daily habits that compound results, six-month check-ins, brief sincere emails, post-closing site visits, and sharing relevant insights with a small circle of contacts who actually care. Targeting is central to FMJ’s strategy. Rather than sending generic blasts, they segment audiences so the right updates reach the right people, driving higher open rates and better conversations.