As we reach the halfway point of 2025, it’s time to reflect on the standout lessons, ideas, and insights that have defined the year so far at Gemma Francis Consulting. From mastering the business development mindset to personal branding and preparing for partnership, here are the ideas that have resonated most with our community – and continue to shape how lawyers grow.
“Turn it into an outlet that nobody but you can own.”
— Sarah Irwin, Founder of ITGC
Former GC and now legal tech advisor and community builder, Sarah Irwin, delivered one of the year’s most practical guides to building a personal brand as a lawyer.
Key insights:
- Make branding enjoyable: Let it become an energising outlet – not just another task.
- Be generous with content: Share what you know, lead with the solution, and respect your client’s time.
- Bridge the external-internal gap: Lawyers who understand how to communicate like businesspeople stand out.
“The energy hits differently when you’re working on your outlet on a Saturday morning!”
Irwin’s perspective also offered a reality check for external lawyers: Commerciality, brevity, and empathy are what GCs notice. Relationship-building trumps formality every time.
Keeping clients: how to stay relevant, useful and trusted
In the May 2025 article Keeping clients: how to stay relevant, useful and trusted, we explored the strategies that help lawyers not just win clients, but retain them over the long term.
Key takeaways:
- Stay proactive: Regularly check in with clients to understand their evolving needs.
- Add value consistently: Share insights, updates, or resources that are pertinent to their business.
- Build trust through reliability: Deliver on promises and maintain transparency in all dealings.
By focusing on these areas, lawyers can strengthen client relationships and ensure they remain the go-to advisor in a competitive market.
“We’d rather you do one thing well with strategic follow-up than five things without any.” — Gemma Francis
Follow-up isn’t the afterthought – it’s the differentiator. Whether you’re sharing an article, reconnecting after an event, or checking in with a warm lead, staying meaningfully present is what drives BD outcomes.
Report Spotlight: “Supporting the Step Up to Partnership”
In May, we released one of our most practical and widely shared pieces yet:
‘Supporting the Step Up to Partnership’ – a report built from in-depth interviews with junior partners and filled with real-life challenges, lessons, and solutions for the post-promotion phase.
What’s inside:
- The ‘shock of the step-up’ and why so many new partners feel unprepared
- The visibility trap – how to step into the spotlight with confidence
- How firms can better support transition: mentoring, early exposure, and tailored BD coaching
- Five proven strategies to make BD feel manageable and effective
- Honest reflections like:
“You realise you shouldn’t be billing that much – you should be giving work to juniors and spending time on profile raising.”
— Darren Hooker, Partner, Capsticks
Whether you’re an associate thinking ahead or a firm preparing future leaders, this report is a must-read.
Download the full report here or get in touch for tailored workshops and support.
Final Reflections
From Sarah Irwin’s personal branding wisdom to strategies for client retention and lessons from our partner interviews, one theme is clear:
Strategic consistency beats sporadic brilliance.
No matter your seniority, 2025 has shown us that real progress comes from:
- Owning your brand and presence
- Nurturing relationships deliberately
- Acting now, rather than waiting for the title
Let this be your reminder to revisit your BD goals, lean into your network, and keep showing up – authentically and consistently.
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