How to Close a Client

Great conversations don’t automatically turn into business. So what actually closes the deal?

In this episode of the 20 Minute Attorney Business Development Podcast, Tobias Steinemann and Bill Burns tackle the final – and often most uncomfortable – stage of business development: asking for the work.

They dig into what strong closers actually have in common (hint: it’s not extroversion), why curiosity and confidence matter more than charm, and how rushing to a quote can quietly sabotage a deal. The conversation moves through pricing, budgets, proposals, and RFPs, unpacking why competing on price alone is a losing strategy and how undervaluing your work damages relationships before they even begin.

Tune in for hard-earned insights on when to say no, how to spot the wrong kind of client early, and three practical ways to ask for the business – without sounding salesy or desperate. From alternative fee arrangements to small, low-risk starter projects, this episode offers a grounded, realistic look at how lawyers can close work while protecting their time, their value, and their sanity.

If you’ve ever wondered whether you should push harder, wait longer, or walk away entirely, this episode gives you a clearer framework for deciding what comes next.