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
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