Most lawyers think success in the law comes down to skill.
And while skill matters, it is not what separates good lawyers from great ones.
What really makes the difference is judgment. Knowing when to push, when to step back, and when to stop. That lesson came through loud and clear in my conversation with Brian LaCien, a seasoned trial lawyer who has built a respected practice the old fashioned way, through relationships, reputation, and results.
His perspective is a reminder that becoming a rainmaker is not about doing more. It is about doing the right things at the right time.
Control Your Career Before It Controls You
One of the most important shifts lawyers need to make is recognizing that they are running their own business, whether they admit it or not.
Brian spent years focused on mastering his craft, learning from great trial lawyers, and building real experience in the courtroom. That foundation matters. But looking back, he also recognizes that developing relationships and bringing in business could have started earlier.
Too many lawyers wait until they feel ready before they begin building a book of business. The problem is that day never really comes. The lawyers who succeed take ownership early. They build relationships, stay visible, and position themselves as someone people can trust with important matters.
You do not need to leave your firm to act like an entrepreneur. You just need to start thinking like one.
Relationships Still Win, Even in a Digital World
There is no shortage of marketing options today. Billboards, digital ads, SEO, social media. It can feel like the only way to compete is to spend more money than the next firm.
Brian’s approach proves otherwise.
His practice has grown primarily through relationships. Other lawyers, past clients, and professional networks are the primary drivers of new business. It is not flashy, but it is effective.
This is where many lawyers miss the point. They look for shortcuts when the real opportunity is consistency. Showing up. Staying engaged. Being present in the rooms that matter. Following up and staying connected.
Business development is not complicated, but it does require discipline.
And the lawyers who commit to it long term are the ones who build sustainable practices.
Consistency Builds Confidence and Results
Another theme that stood out is the importance of process.
Every case is different, but how you approach your work should not be. Brian emphasized that having a consistent way of handling matters creates confidence and reduces risk.
When you rely on a structured approach, you are not guessing. You know what steps need to be taken, even when a case becomes complex or stretches over several years.
This idea extends beyond legal work. It applies to business development as well. The lawyers who build momentum are the ones who develop consistent habits. They stay active in their networks, continue learning, and keep putting themselves in positions to grow.
Consistency is what turns effort into results.
Growth Requires Discomfort
If there is one thing that holds lawyers back more than anything else, it is comfort.
It is easy to stay in familiar territory, handling the same types of work, relying on the same routines, and avoiding situations that feel uncertain.
Brian made it clear that growth does not happen there.
Real progress comes from stepping into situations that are slightly uncomfortable. Trying something new. Taking on a challenge that stretches your abilities. Putting yourself in rooms where you are not the most experienced person.
That is where learning happens.
And over time, those small steps outside your comfort zone compound into meaningful growth.
The Biggest Mistake Brian LaCien Made
Brian shared a mistake that is both simple and powerful.
Asking one question too many.
In trial work and depositions, there are moments where you have already achieved what you need. You have made your point. You have built your case.
And then comes the temptation to push further.
That extra question can undo everything.
The lesson applies far beyond the courtroom. In business development, in conversations, and in decision making, there is a point where enough is enough.
The ability to recognize that moment and stop is what separates experienced professionals from everyone else.
Sometimes winning means knowing when to stop talking.
Closing Thoughts
Success in the legal profession is not just about working harder or knowing more.
It is about judgment.
Knowing where to focus your time, how to build relationships, and when to push versus when to step back. The lawyers who master that balance are the ones who build practices that last.
Because in the end, it is not the lawyer who does the most who wins.
It is the lawyer who knows what matters.
About Brian LaCien
Brian LaCien is a trial lawyer and co-founder of Smith LaCien LLP, where he represents individuals in complex personal injury and wrongful death cases. With nearly two decades of experience, he has built a reputation for handling high-stakes litigation with a disciplined, detail-oriented approach rooted in strong case strategy and preparation.
Before co-founding his firm, Brian spent 17 years at a leading plaintiff trial firm, where he developed his skills under experienced litigators and gained extensive courtroom and deposition experience. He is committed to the civil justice system as a way to hold powerful institutions accountable and advocates for his clients with both precision and persistence.
Connect with Brian LaCien
Website: https://www.smithlacien.com/
For more information about taking your law practice to the next level, please email me directly at [email protected].