In the short time since I joined Passle, I’ve learned a lot about how law firms gain business, not just on the basis of technical expertise but also on the basis of trusted relationships. Mo Bunnell’s post on the “8 Relationship Habits That Win More Work” puts this concept into words in a very clear and concise way: client development hinges on trust, relevance, and long-term connection.

A few months ago, I would have told you that the value law firms get from producing thought leadership is in simply demonstrating the actions and analyses of their skilled lawyers. Now, though, I realize how a piece of thought leadership serves a greater purpose as a meaningful touchpoint; a well-timed insight or article can tell a valuable client, “I’m thinking of you,” especially when shared with intention.

This is precisely why Passle’s “I Saw This And Thought Of You” (ISTATOY) feature resonates so much with firms focused on growth and cross-selling. It offers a simple, authentic way to stay front of mind and build trust over time.

ISTATOY helps professionals:

• Share insights with no strings attached (Habit #2)
• Follow up without sounding ‘salesy’ (Habit #3)
• Maintain relationships in the “in-between” moments (Habit #6)

It’s a great reminder that the best business development involves being helpful, curious, and consistent.