In Episode 301 of The Rainmaking Podcast, Scott Love interviews business development coach and author Doug Ott about his book The Business Development Shift and how lawyers, consultants, and other professional services providers can grow their practices through intellectual curiosity, trust, and consistency. Doug explains why the best business development strategy is not selling harder, but solving better by asking thoughtful questions, listening closely, staying visible, and building genuine relationships over time. He shares practical advice on how attorneys can improve client development, avoid passive networking habits, use stronger follow-up language, and make business development a daily habit even with a demanding billable schedule. This episode is packed with actionable insights.

YouTube: https://youtu.be/0O-4XaeM9QM

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Doug Ott is a business development coach and speaker who helps lawyers and consultants grow their practices through curiosity, trust, and consistent relationship-building, without pretending to be someone they’re not.

He is the author of The Business Development Shift, a practical guide for professionals who want to win work by asking better

Doug has more than 35 years of experience in sales, marketing, and business development leadership, including 20 years working closely with lawyers, consultants, and accountants. He previously led business development for Deloitte’s Forensic and Advisory practice, partnering with Fortune 100 general counsel and lawyers at leading international law firms.

Today, Doug explains complex business development concepts in clear, practical terms and is known for helping professionals turn thoughtful conversations into long-term client relationships. He works with firms across the U.S. and internationally and delivers most of his coaching and training from his home base in Lake Tahoe, California.

• Main website: www.dougottconsulting.com

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The Managing Partner Lab

https://surepoint.com/managing-partner-lab/

What is the MPL The Managing Partner Lab (MPL) is a collaborative two‑day, in‑person workshop designed exclusively for managing partners and executive directors. This is a working session built to help senior firm leaders step away from daily demands and focus on the issues that most directly influence firm performance. 

Across two days, participants engage in expert‑led discussions, peer collaboration, and practical workshops that translate industry insight into firm‑specific plans. The MPL brings together nationally recognized thought leaders in law‑firm economics, talent strategy, technology, and client expectations—along with facilitated opportunities to connect with peers facing similar challenges. 

Why Attend 

Mid‑sized firms are navigating unprecedented pressure: evolving talent dynamics, tightening margins, rapid technology disruption, and rising client expectations. Leaders need time and space to make sense

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