When uncertainty hits, many lawyers instinctively pull back.

They wait for clarity. They hesitate to reach out. They tell themselves, “This probably isn’t the right time.”

But as I discussed with Craig Budner, Global Strategic Growth Partner at K&L Gates, these moments of disruption are often when professional relationships change the most.

Craig has worked with thousands of lawyers across more than 45 offices and five continents. 

He’s seen what works in calm markets, and he’s seen what separates lawyers who grow during disruption from those who stall. Our conversation reinforced a simple truth: the fundamentals of business development matter more, not less, when things feel uncertain.

Here are five lessons every lawyer should take to heart.

1) Stop Assuming. Start Matching the Moment.

One of Craig’s strongest points was that there is no single client experience during times of upheaval. Some clients are overwhelmed and want space. Others want connection. Some regions of the world are cautiously emerging from disruption while others are still in the thick of it.

The mistake many lawyers make is assuming they know how a client feels. The better approach is curiosity. Ask thoughtful questions. Listen before offering solutions. Adjust your approach based on what you hear.

Right now, professionalism looks more human than ever. Video calls are normal. Home offices are expected. Conversations are more honest. Lawyers who meet clients at their level, personally and professionally, are building trust faster than any pitch deck ever could.

2) Don’t Wait for a “Reason” to Reach Out

Many lawyers hesitate to reconnect unless there is an active matter or a clear legal issue. Craig challenged that instinct. Some of the most valuable conversations right now are happening without a formal agenda.

A simple check-in can do more than you think. So can a thoughtful resource or a genuine question about how someone is navigating change.

Waiting for the “perfect” reason to reach out often leads to silence. Relevance, not perfection, is what matters. When you show up as a steady presence, especially when nothing is being asked for, you strengthen the relationship in ways that pay off later.

3) Let Clients Experience How You Think

Craig spoke about the power of “give to gets”: short, focused experiences where lawyers shift from talking about their expertise to demonstrating it. This might be a 60- to 90-minute working session, a targeted analysis, or a practical walkthrough that helps a client solve a real problem.

The goal isn’t to give away months of free work. It’s to provide enough value for someone to experience your judgment, your approach, and how you operate under pressure.

When clients experience how you work during a difficult moment, that memory sticks. Long after disruption passes, they remember who showed up, who made things clearer, and who helped them feel more confident.

4) Expect Relationships to Re-Arrange And Lead the Conversation

Craig and I kept coming back to this idea: periods like this often reset professional relationships. 

Providers are reevaluated. Budgets are questioned. Longstanding arrangements get reconsidered.

Lawyers who approach these moments passively often miss the opportunity. Those who act thoughtfully can help clients rethink how they work together. That might mean adjusting scope, improving efficiency, or finding new ways to deliver value.

When done well, these conversations don’t just protect existing work. They open doors to expanded relationships once stability returns.

5) Protect Your Focus Like It’s a Client Asset

Disruption brings distraction. Endless news. Constant email. The feeling that being “busy” is the same as being effective.

Craig emphasized the importance of creating boundaries, both physical and mental, to protect focused relationship work. That might mean setting aside dedicated time to call clients instead of clearing your inbox. It might mean using video more intentionally to maintain real human connection.

It might also mean building shared accountability with colleagues through regular virtual check-ins focused on what’s next, not just what’s already happened. When lawyers create structure together, it becomes easier for everyone to stay consistent.

The Big Message: Act Like No One Is Watching

What stood out most to me from my conversation with Craig was this: moments of disruption don’t require brand-new business development tactics. They require a deeper commitment to the fundamentals. Curiosity. Helpfulness. Consistency. Presence.

If you act like no one is watching, and simply focus on being genuinely useful people remember.

Want to hear the full conversation?

Listen to this episode of Real Relationships, Real Revenue wherever you get your podcasts below.