How Business Professionals Worked Their Way Into Client-Facing Roles

Business Development

Client meetings were once the province of lawyers alone. Not anymore.

Workers across industries may be united in a common dread of meetings, but that’s not necessarily the case for the growing class of business professionals within law firms, at least when it comes to sit-downs with their firms’ clients. These interactions mark a fundamental—and welcome—change in their status.

Calibrate Legal CEO Jennifer Johnson was interviewed by American Lawyer’s Dan Packel for an article on the changing role of these important team members.

Jennifer commented on the need for leaders to change the way they view their business professionals.

“Why would they want to make the change?” asks Jennifer Johnson, CEO of Calibrate Legal, which helps law firms fill top-level nonlegal roles. “Change is hard. It has to be motivated by laying a foundation for the future, when they’re long gone.”