Jamie Rubin: Why Legal Business Development Is a Marathon, Not a Sprint

About this episode

Discover how a jazz pianist turned niche entertainment work into a powerhouse advertising, privacy, and tech practice—and why treating business development as a marathon, not a sprint, has allowed him to build a loyal, decades‑long client base. In this episode, you’ll hear practical, battle‑tested strategies for specialization, client relationships, and training the next generation of rainmakers.

 

In this episode, Steve Fretzin and Jamie Rubin discuss:

• Lawyer’s journey as a marathon, not a sprint
• Building a niche/specialist practice and moving firms
• Impact of legal operations, budgets, and alternative fee arrangements
• Personal branding vs. firm branding and the “Info Law Group way”
• Training younger lawyers in organized, non-salesy business development

 

Key Takeaways:

• Treating a legal career like a marathon allows room for ebbs and flows in work while staying confident that consistent effort will pay off over time.
• Specializing deeply in a niche practice area or industry builds trust and makes it easier for clients to follow you, even when you change firms.
• Modern in‑house legal operations demand sharper budgeting, clearer estimates, and more flexible fee arrangements, forcing outside counsel to become better business partners.
• Strong client loyalty grows from genuine personal relationships—helping clients succeed, understanding how they are judged internally, and making them look good in front of their own stakeholders.
• Younger lawyers can learn business development by following a structured, organized process that avoids pushy “sales” tactics and instead focuses on thoughtful questions, careful listening, and well‑practiced messaging.

 

"My big mistake is not truly understanding my client's perspective." —  Jamie Rubin

 

Check out my new show, Be That Lawyer Coaches Corner, and get the strategies I use with my clients to win more business and love your career again.

 

Join the Be That Lawyer Community and connect with ambitious lawyers who are serious about growing their book of business, strengthening their brand, and becoming confident, consistent rainmakers.

 

Ready to go from good to GOAT in your legal marketing game? Don’t miss PIMCON—where the brightest minds in professional services gather to share what really works. Lock in your spot now: https://www.pimcon.org/

 

Thank you to our Sponsor!

LEX Reception: https://www.lexreception.com/partners/bethatlawyer

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Ready to grow your law practice without selling or chasing? Book your free 30-minute strategy session now—let's make this your breakout year: https://fretzin.com/

 

About Jamie Rubin: Jamie Rubin is an advertising, technology, and privacy lawyer who guides clients through bringing traditional and emerging campaigns from initial concept to execution. Ranked as a Leader by Chambers and Partners and recognized by Best Lawyers, his practice covers national and digital advertising, celebrity agreements, sweepstakes, social media marketing, and claim substantiation. Certified as an Artificial Intelligence Governance Professional (AIGP) and a member of the International Association of Privacy Professionals (IAPP), Jamie previously practiced as a partner at Wildman Harrold Allen & Dixon LLP and was named one of the "40 Illinois Attorneys Under 40 To Watch" by Law Bulletin Publishing Company.

 

Connect with Jamie Rubin:  

Website: https://www.infolawgroup.com/jamie-rubin

LinkedIn: https://www.linkedin.com/in/jrubinadlawyer/

 

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: [email protected]

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

 

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