Law school does an excellent job teaching legal doctrine, case analysis, and courtroom procedure. What it rarely teaches is how lawyers actually build successful careers. In my conversation with criminal defense attorney Robert Hartmann, founder of Hartmann Law Firm, we explored a topic that many lawyers discover the hard way: technical legal skill alone does not build a thriving practice.
Robert’s career journey illustrates this reality. Early in his career he worked in the district attorney’s office and later at a firm handling court-appointed criminal defense cases. When that work suddenly disappeared and he lost his job, he found himself with only a few thousand dollars in the bank and no clear roadmap forward. What he did have, however, was courtroom experience, professional relationships, and an understanding of how to treat people well. Those elements became the foundation of a successful practice.
For lawyers who want stability, independence, and long-term growth, developing rainmaking skills and building strong relationships is not optional. It is essential.
Law School Teaches The Law, Not The Business Of Law
Most attorneys graduate law school prepared to analyze cases but not prepared to build a practice. Marketing, client development, leadership, and business management are rarely part of the curriculum. As a result, many lawyers begin their careers without a clear understanding of how business actually flows into a law firm.
Robert believes this gap leaves lawyers vulnerable. Associates often assume their firms will provide work indefinitely. Yet economic downturns, firm restructuring, or unexpected career shifts can quickly change that reality. During the pandemic, Robert heard from many highly skilled attorneys who suddenly found themselves laid off from large firms with no client base and no plan for generating business.
The lesson is straightforward. Every lawyer should be developing the ability to generate work, even if they are comfortably employed inside a firm. Building relationships, strengthening professional networks, and understanding how referrals develop creates security that no firm structure can guarantee.
Relationships Drive Long Term Business Development
When Robert began rebuilding his career, he focused on something simple but powerful: relationships. He covered court appearances for other attorneys, accepted referrals, and treated every client and referral source with respect and responsiveness.
Over time, those small actions built momentum. Lawyers who trusted him began sending cases. Clients appreciated his responsiveness and professionalism. Gradually, his reputation grew and so did his business.
One lesson stood out throughout our conversation. Referral sources care deeply about how their clients are treated. When a lawyer receives a referral, they are not just representing the client, they are also representing the reputation of the person who made the introduction. Returning phone calls quickly, answering questions patiently, and communicating honestly all reinforce that trust.
Empathy and responsiveness may sound simple, but they remain powerful differentiators in a competitive legal market.
Soft Skills Matter As Much As Legal Skill
Many lawyers spend years perfecting their legal analysis while overlooking the interpersonal skills that drive business development. Robert emphasized that empathy, communication, and reliability are often the qualities clients remember most.
Clients want to feel heard and supported. They want lawyers who explain difficult situations clearly and who respond when they have concerns. Especially in areas like criminal defense, where clients may be facing serious consequences, trust becomes the foundation of the relationship.
For referral sources, the same principle applies. When lawyers treat clients well, communicate consistently, and demonstrate professionalism, referral partners feel confident sending additional work. Over time, those trusted relationships become a steady source of new matters.
Preparing For Independence Before You Need It
Another theme that emerged from our discussion was the importance of preparation. Lawyers should not wait until a crisis occurs before thinking about how they would operate independently.
Robert recommends several practical steps attorneys can take while still employed. Building a strong professional network is one of the most important. Lawyers should maintain contact information for colleagues, referral partners, and other professionals who may provide opportunities in the future.
Financial preparation also matters. Setting aside several months of savings can reduce the stress associated with career transitions. At the same time, lawyers can begin thinking through the logistics of running a practice, such as office arrangements, staffing needs, and operational expenses.
These steps do not require leaving a firm immediately. They simply ensure that lawyers are prepared if circumstances change.
Strategic Networking Builds A Sustainable Practice
Networking often intimidates lawyers, especially those who feel uncomfortable promoting themselves. Robert admitted that networking initially felt uncomfortable to him as well. Yet he discovered that effective networking is not about aggressive self promotion. It is about building genuine professional relationships.
Rather than approaching networking events with the goal of collecting as many contacts as possible, Robert focused on building deeper connections with a smaller group of professionals. Over time, those relationships evolved into consistent referral partnerships.
In fact, just a handful of strong referral sources can generate substantial business. When lawyers invest in those relationships by offering help, staying in touch, and maintaining professional trust, the network often grows naturally.
A Lesson From Losing A Major Case
One of Robert’s most memorable professional lessons came from losing a high-profile criminal defense case early in his career. The client ultimately chose a large law firm rather than his boutique practice, citing concerns about resources and staffing.
Although disappointing at the time, that experience reshaped how Robert explained the advantages of a smaller firm. Boutique practices often provide direct access to the attorney, faster communication, and highly personalized service. While large firms may offer extensive staffing, smaller firms can deliver a level of attention that many clients value even more.
Learning to communicate those strengths became an important part of Robert’s approach to attracting and retaining clients.
Closing Thoughts
Legal careers rarely follow a straight path. Market changes, firm dynamics, and unexpected events can alter even the most carefully planned trajectory. Lawyers who invest in relationship building, professional reputation, and rainmaking skills place themselves in a far stronger position to navigate those changes.
Technical legal skill will always be essential, but it is only part of the equation. Communication, empathy, responsiveness, and networking often determine who becomes a trusted advisor and who builds a thriving practice.
When lawyers take ownership of these skills and begin building their own professional networks, they gain something invaluable: control over their future.
About Robert Hartmann
Robert Hartmann is the founder of Hartmann Law Firm and an advocate for helping attorneys develop the soft skills needed to build successful legal careers. With years of experience practicing law and running a boutique firm, Robert emphasizes the importance of networking, relationship building, and business development, skills often overlooked in traditional legal education. Through his work, he encourages lawyers to take ownership of their careers by building their own books of business and cultivating meaningful professional relationships. Robert is also the author of the upcoming book Making It Rain, which provides practical guidance and checklists for attorneys who want to become effective rainmakers and prepare for starting their own practice.
Connect with Robert Hartmann
Website: https://www.hartmannlawfirm.net/
LinkedIn: https://www.linkedin.com/in/robert-hartmann-565a5919/
Email: [email protected]
Phone: 714-381-1366
For more information about taking your law practice to the next level, please email me directly at [email protected].