TRP 159: Play the Long Game in Business Development with Kim Rennick

In this episode of The Rainmaking Podcast, host Scott Love speaks with Kim Rennick, Director of Client Relations at Covington & Burling, about the importance of playing the long game in business development. Kim shares insights from her extensive experience in sales, marketing, and business development at top global law firms and explains why relationships are at the heart of every successful business interaction. She emphasizes that trust and authenticity take time to develop, and professionals who focus on immediate results often miss out on long-term opportunities. Key topics include the importance of curiosity and generosity in client relationships, avoiding transactional business development approaches, and understanding when a prospect is truly ready to buy. Kim shares real-world examples of business development failures caused by a lack of authenticity and provides actionable strategies for building relationships based on trust rather than pressure. She also discusses how COVID-19 has reshaped networking and the need to balance virtual and in-person interactions effectively. This episode offers valuable guidance for professionals looking to cultivate meaningful connections and create sustainable business growth. Visit: https://therainmakingpodcast.com/ ---------------------------------------- Kimberly Rennick is a dynamic professional within the legal industry, boasting a comprehensive background that spans various sectors of the field. With experience encompassing diverse roles, Kimberly has showcased her expertise across different dimensions of legal practice. Having held a prominent position in a major corporation, Kimberly excelled as an in-house representative responsible for overseeing external legal counsel. Furthermore, her journey extended to the realm of litigation, where she honed her skills as an accomplished litigator within a renowned law firm. This diverse legal exposure granted Kimberly valuable insights into the intricacies of both internal and external legal functions. Kimberly's aptitude also extends to the commercial side of the legal sphere. Her tenure as a sales executive and consultant for a distinguished provider of intelligent legal information enabled her to forge strategic partnerships with leading firms within the AmLaw 100. Her contributions played a pivotal role in enhancing the industry's landscape by facilitating access to cutting-edge legal resources. Currently, as the Director of Client Relations for one of the world's premier law firms, Kimberly remains instrumental in driving the firm's success amidst a competitive environment. Her adeptness in devising and executing growth-oriented strategies has been integral to achieving client retention and expansion objectives. Notably, Kimberly Rennick stands as a trailblazer in the application of Predictive Analytics, often referred to as "Moneyball," within the legal domain. Her innovative utilization of data-driven insights has revolutionized client engagement and retention practices. By leveraging predictive analytics, Kimberly has pioneered an approach that not only anticipates client needs but also propels forward the realm of client-focused legal services. ---------------------------------------- This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/ Links: linkedin.com/in/kimberly-rennick-a39a8b1a Learn more about your ad choices. Visit megaphone.fm/adchoices