Why CVs Still Matter

Like many, I’m just off the back of supporting lawyers on a run of tender responses. While 2026 has certainly started off well for me in that sense, what it has also highlighted is how woefully most lawyers approach the importance of their CVs – treating them almost as if they are an irrelevant burden. So if you are one of those lawyers who thinks clients don’t read CVs, then this BD Tips Wednesday post is for you!

The Wake-Up Call

Research from BTI Consulting’s The Mad Clientist shows that 37% of in-house corporate counsel actively review lawyers’ bios on their firm website on a weekly basis (as part of their normal workflow).

This is unsolicited. No tender in play. No capability statement being submitted. Just looking…

This behaviour reflects something we all instinctively know: Clients select individuals they like to work with.Before a meeting is scheduled, before a pitch deck is opened and before a referral is made, clients will do a quick piece of due diligence: They look you up.

And what they see shapes their expectations.

The Modern “CV” Is Not Just a Document

The traditional CV listing your employment history, qualifications, matters you have worked on and publications has evolved into something bigger. Today, likely as not a lawyer’s bio will exist in multiple places at once:

• The firm’s website

• Their LinkedIn profile

• In speaker profiles

• In conference bios

• As part of a tender submission

• In capability statements

• etc

Each of these is effectively a version of your professional CV. Together they form a narrative about who you are, what you do and why a client should trust you with their work.

If Clients Don’t Read CVs, Why Have One?

Here’s the thing, it’s not that clients don’t read CVs, it’s just they may not be reading your CV.

When a client reads a CV, they are not looking for a narrative of your entire legal career. What they are looking for is the answer to a small number of practical questions:

• Do you understand the type of problem I have?

• Have you dealt with it before?

• Do you work with clients like me?

• Will you make my life easier or harder?

If those questions are not answered quickly and clearly, the CV fails its most important purpose.

The Common Problems With Lawyer CVs

Across many firms, lawyer CVs suffer from the same structural weaknesses.

1. They are written like résumés, not client documents

Many bios simply list roles, qualifications and memberships. While these are important credentials, they do little to explain how the lawyer helps clients solve problems.

2. They focus on the lawyer, not the client

Lawyers often describe what they do in broad professional language: advising on regulatory matters, providing strategic advice, assisting with disputes.

Clients, however, want to see situations and outcomes.

3. They hide the interesting work

Ironically, some of the most impressive experience appears buried in long lists of matters or publications; or isn’t highlighted at all because it’s confidential!

A strong CV should highlight three or four meaningful examples of work, not dozens of generic bullet points.

4. They are rarely updated

In many firms, CVs are updated only when required for:

• a tender submission

• a promotion round

• a conference biography

But the lawyer may have developed significant new expertise in the meantime.

What a Strong Lawyer CV Should Do

A modern CV should function as a credibility document for potential clients. At its best, it should communicate four things quickly and clearly.

1. Your area of focus

Clients want specialists.

A strong opening statement should clearly articulate what you are known for, not just what practice group you sit in.

For example:

• “Advises technology companies on data governance and privacy risk.”

• “Acts for councils and government agencies on procurement disputes.”

• “Helps construction clients resolve complex project claims.”

Clarity beats complexity.

2. The types of clients you work with

Clients often choose lawyers who regularly work with organisations like theirs. Your CV should signal the industries, sectors or types of organisations you typically advise. This helps the reader quickly determine whether your experience is relevant.

3. Evidence of real work

Generic descriptions are easy to ignore. Specific examples create credibility. Instead of broad statements about expertise, highlight selected examples such as:

• advising on a significant transaction

• managing a complex dispute

• leading a regulatory investigation

• assisting a client through a crisis

These examples demonstrate practical experience rather than theoretical capability.

4. Signals of authority

Clients also look for signals that confirm your professional standing. These might include:

• speaking engagements

• publications

• industry involvement

• leadership roles

• recognition in directories

These signals help clients assess whether you are trusted by the market.

5. Be part of a team

If you are part of a bigger team, make sure that your CVs reflect this fact. So often we read “team” CVs and frankly it looks like you have never worked together before!

This is important because hiring an individual comes with risks that can be mitigated by hiring a team (sometimes also known as Being Hit By A Bus Replacement).

Takeaway: A Simple Rule for Lawyers

If a potential client spends 60 seconds looking at your profile, they should understand three things:

• What you do

• Who you do it for

• Why they should trust you

If those answers are clear, your CV is doing its job.

Further Reading

• The importance of being seen as a Thought Leader

• Legal Directories or Legal Awards?

• The Visibility Gap

Need Help With Your Business Development?

Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.e

Why Lawyers Need Help From a Business Development Sherpa

Grow your legal practice with expert business development guidance in a changing industry

The Legal Industry Is Changing Fast—Are You Ready?

Hand on heart, I can’t tell you exactly what impact Artificial Intelligence (AI) will have on the global legal industry. But one thing is certain: competition for legal services is intensifying, and it’s only going to get tougher in the next decade.

The legal landscape is shifting. We’re seeing:

• Mergers and law firm consolidation

• Highly profitable niche legal practices spun out of BigLaw

• Larger firms exiting jurisdictions that no longer support their business model

As delivery models evolve and go-to-market strategies get more complex, one thing is clear: lawyers need to get strategic about their business development and client acquisition if they want to thrive—not just survive.

With this in mind, for this BD Tips Wednesday post I thought I would introduce the Business Development Sherpa.

What Is a Business Development Sherpa?

Inspired by the expert mountain guides of the Himalayas, a Business Development Sherpa is your personal guide to scaling the often-overwhelming terrain of legal marketing, brand positioning and client growth.

Unlike a traditional business development consultant, a Sherpa provides hands-on, tailored support that includes:

• Identifying and attracting ideal legal clients

• Creating systems for sustainable lead generation

• Optimizing your legal brand and digital presence

• Navigating the noise of AI, fixed fees and market saturation

Think of a Sherpa as part legal marketing strategist, part business growth coach, and part accountability partner—focused entirely on helping you build and future-proof your practice.

Why Lawyers Need a Business Development Sherpa—Now More Than Ever

There’s a lot of noise out there: AI, the billable hour debate, fixed fee models, legal outsourcing, lateral partner movement, and more.

With all this noise, many lawyers feel overwhelmed, fatigued and unsure where to focus.

Here’s where a Business Development Sherpa helps out. They help:

• Clarify your unique value proposition

• Strengthen your online presence and legal brand

• Expand your referral network and generate high-quality leads

• Work with you on your strategy and hold you accountable for meeting your goals

Signs You Might Need a Business Development Sherpa

Ask yourself:

• Are you relying mostly on referrals or word of mouth?

• Do you struggle to talk about your services without sounding “salesy”?

• Are you overwhelmed by marketing advice and need a clear roadmap?

• Do you want to future-proof your practice in an AI-driven world?

• Do you know you should be doing more—but don’t know where to start?

If you said "yes" to any of the above, it might be time to bring in a Sherpa to help you navigate the next stage of your growth.

The Bottom Line

The legal profession is evolving—fast. And so is the way clients find, assess and hire lawyers. It’s no longer just about being a great lawyer. It’s about being visible, relevant and strategic.

Whether you're a seasoned law firm partner or an ambitious associate, the right support can make all the difference. Don’t wait for the market to change around you—take charge of your growth journey.

Need Help With Your Business Development?

Get in touch if you want to talk about any of this. We also offer a very affordable BD Audit and Training package.