Why Don’t Law Schools Teach Business Development? (And Why That Needs to Change)

Last year I coached a rising law firm partner who said something I’ll never forget:

“I graduated top of my class. I knew how to argue a case. But no one taught me how to get one.”

Law schools do a solid job preparing students to think like lawyers. They teach legal theory, case law, writing, research, and advocacy. These are foundational skills.

But they leave out something critical: how to build a book of business.

Ask almost any partner, and they’ll tell you—at some point, they realized being a great lawyer wasn’t enough. They also had to bring in clients.

Yet most graduates leave law school without a single course, workshop, or conversation about business development. No exposure to branding, client service, marketing, or the economics of how a firm actually grows.

That’s a huge gap. And one we can’t afford to ignore.

Why Law Schools Don’t Teach It

Here are four big reasons—and how we can start to challenge them:

1. It’s Not on the Bar Exam

Law school curriculum is still heavily shaped by what’s tested. Doctrinal subjects get priority. Business development? Not even on the radar. But just because it’s not on the test doesn’t mean it’s not essential.

2. Faculty Lack Firsthand BD Experience

Most professors come from academic, government, or litigation tracks. Few have had to bring in clients or run a practice. Without that lens, BD is often viewed as “soft” or irrelevant—when it’s actually career-critical.

3. Curriculum Is Already Overloaded

Law schools have limited room to add courses. But let’s be honest: if they can make room for Law & Literature or Space Law, they can carve out space for something that directly impacts a lawyer’s long-term success.

4. There’s an Assumption They’ll Learn It Later

Many assume lawyers will pick up BD skills on the job. Some do. But often, it’s piecemeal, unstructured, or reserved for senior lawyers. By then, it may be too late to build good habits—or confidence.

The Gap Between Legal Education and Legal Reality

Here’s what happens when business development is ignored in law school:

New associates arrive with technical skills but no framework for building professional relationships, creating visibility, or understanding how their work connects to the firm’s bottom line.

Later, when they’re expected to originate business or lead client teams, they feel unprepared—or resistant. I’ve coached countless lawyers who’ve told me:

• “No one ever showed me how.”

• “Selling makes me uncomfortable.”

• “I’m not that kind of lawyer.”

But here’s the truth: business development isn’t traditional selling.
It’s helping. Listening. Problem-solving.
These are things lawyers are naturally good at—once they understand the mindset and mechanics.

What Law Schools Could Do

Adding a “Business of Law” or “Legal Marketing & BD” course wouldn’t dilute legal education—it would complete it.

A practical course might cover:

• How law firms differentiate themselves and attract clients

• The economics of practice: pricing, profitability, and retention

• Personal branding and thought leadership

• Building and maintaining client relationships

• Ethical business development and communication

Delivery could include:

• A one-credit elective taught by a law firm CMO and a partner

• Guest speakers from legal marketing and BD teams

• Hands-on projects like writing a client alert, building a LinkedIn profile, or conducting a role-play

• Collaborations with the school’s career office or firm alumni

Even if a full course isn’t feasible, workshops, clinics, or co-curricular programming can help plant the seed.

Why It Matters Now

Clients are more sophisticated. Competition is fierce. And firms are investing heavily in BD training, coaching, and compensation models tied to origination.

The message is clear: the ability to attract and retain clients isn’t optional anymore.
So why wait until lawyers are five or ten years into their career to start teaching it?

The Bottom Line

Law is a profession—but it’s also a business.
If we want lawyers who thrive, not just survive, we need to give them the full playbook.

It’s time for law schools to bridge the gap between legal education and legal reality.
And that means making room for business development in the classroom.