Making the Case: One Law School That Does Teach Business Development

After writing about the gap between legal education and the realities of practice—specifically, the lack of business development training in law school—I heard from many professionals who agreed: this training is critical, and it’s missing.

But there are bright spots.

One of them is the University of Houston Law Center (UHLC), where business development is being taught—and with resounding success. I had the chance to interview Paul Grabowski, Chief Marketing and Business Development Officer at Bracewell LLP, who has served as an adjunct professor at UHLC for eight years. What he shared should give legal marketers and law school leaders a blueprint—and some inspiration—for what’s possible.

From Casual Conversation to Classroom Impact

The idea for the course started, of all places, at a firm function.

“I ran into the dean of UHLC,” Paul told me, “and we started talking about the lack of business-related courses when I was in law school. I had just co-authored The ABCs of Legal Marketing and mentioned it in passing. He was intrigued and said, ‘I’d love to talk more about this.’”

That follow-up conversation, supported by introductions from Bracewell’s professional development leader Allison Regan, led to a meeting with Adjunct Professor Charles Brown—who had been teaching a class on the business side of law. “We basically rewrote the syllabus during that meeting,” Paul said.

And just like that, a course was born.

A Course That’s Grown—And Keeps Growing

The class is now in its eighth year. What started with a hope of attracting ten students quickly ballooned into something much bigger.

“We had 40 students the first semester,” Paul said. “By the third semester, we had over 60—and eventually capped it at 40 to make it more manageable.”

Why the popularity? Because students saw the value immediately. “We’ve heard from practicing attorneys who say they wish they’d had a class like this,” Paul shared. “Students gain a better understanding of law firms as businesses. It makes them more marketable and better prepared.”

The course runs every fall and is co-taught by Paul, Professor Brown, and Professor Amy Hancock. Together, they divide the curriculum into three parts:

• The Business of Law (Brown): covering costs, overhead, client acquisition, billing, and accounting.

• Marketing and BD (Grabowski): focused on visibility, communications, and practical BD skills.

• Professional Development (Hancock): helping students navigate early-career decisions and build a long-term plan.

The class also features guest speakers—from business school faculty to sitting judges to reporters. Even Paul’s daughter, now a third-year associate, has spoken to students about the reality of life in BigLaw.

Why It Works

UHLC stands out because it embraces innovation. “The school is supportive of experimental subject matter,” Paul said. “Two years ago, my co-professor taught a class on blockchain and cryptocurrency—with no textbook. That tells you how forward-looking they are.”

More importantly, the course connects with students on a personal level. “We don’t just teach two days a week,” Paul told me. “We stay in touch with students, help them prep for interviews, talk through job offers, and think through business plans for their careers.”

The evaluations reflect that effort. “They’ve been overwhelmingly positive,” he said. “And students from outside the class have reached out asking how to get in.”

Advice for Legal Marketers Who Want to Do the Same

I asked Paul what advice he’d offer to senior legal marketers interested in creating similar partnerships with law schools.

“You need to take a leap of faith,” he said. “It helps if you’re a licensed attorney, but that’s not a requirement. What matters is showing how the course adds value to the student experience. You’re helping them think beyond graduation—how to stand out, how to bring in business, and how to manage a career.”

His final point stuck with me: “Being a good lawyer is vitally important. Understanding the business of law allows you to be successful.”

And if law schools can help students build both? Everybody wins.