Nancy Fox doesn’t just preach strategy, she lives it.
With decades of experience guiding professionals through recessions, technological shifts, and structural industry changes, she brings a rare blend of insight, empathy, and practical advice.
If you’re looking to overcome uncertainty, up your networking game, and finally build a business development system that works, his ideas are a true master lesson.
Here are some takeaways from his recent appearance on the “Be That Lawyer” podcast.
Facing Uncertainty: Where Growth Really Begins
According to Nancy, periods of uncertainty like the 2008 recession or the post-COVID era are not just disruptive. These are opportunities. The lawyers who thrive during these times are those who get involved, stay nimble, and spot gaps in the market that others are too distracted or discouraged to see.
Whether it’s evolving your message, updating your services, or reaching a new customer sector, the key is strategic flexibility.
Waiting for stability is often a trap.
“Agility isn’t necessarily what lawyers are trained to do,” says Nancy, “but it’s something we all really need to look at.” »
Making business development a daily habit: not a response to the crisis
One of Nancy’s most powerful strategies is deceptively simple: focus on consistent daily activity. She encourages lawyers to spend just 15 minutes each day on business development, whether that’s messaging contacts on LinkedIn, sending a warm email, or reaching out to a former client.
Too many lawyers treat marketing and networking like fire drills, something to be done only when business is slow. Nancy believes that consistent, manageable effort is how rainmakers are built. She also cautions against relying solely on referrals, emphasizing the importance of a well-rounded pipeline that includes direct relationships with decision-makers.
Listen First: It’s the Shortcut to Authentic Connections
Nancy shared a transformative moment from her own journey: the first time she attended a networking event and made a conscious decision to stop thinking about herself.
Instead of worrying about what to say or how to present herself, she really listened.
This change changed everything. Conversations became more natural, more meaningful and, unsurprisingly, more productive. People offered their business cards without being asked. Opportunities have arisen that could never have presented themselves in a more self-centered approach.
“It took away a lot of fear and embarrassment,” she said. “I started having some really fabulous conversations.”
“Agility is not necessarily what lawyers are trained to do, but being nimble and flexible is something that I think we all really need to look at,” says Nancy.
If you’re showing up to events without a plan, waiting for referrals, or letting your discomfort with uncertainty hold you back, it’s time to reset.
Nancy reminds us that success in today’s legal landscape does not come from knowing everything, but rather from a willingness to learn, listen and adapt.
Steve Fretzin is a bestselling author, host of the “Be That Lawyer” podcast, and business development coach exclusively for lawyers. Steve has dedicated his career to helping lawyers learn key skills not currently taught in law school. His clients are quickly becoming great rainmakers and attribute their success to Steve’s program and coaching. He can be reached directly by email at (email protected). Or you can easily find him on his website at www.fretzin.com or LinkedIn at https://www.linkedin.com/in/stevefretzin.
