Staffing & Recruiter Training Podcast

In this episode of The Rainmaking Podcast, host Scott Love speaks with Kim Rennick, Director of Client Relations at Covington & Burling, about the importance of playing the long game in business development. Kim shares insights from her extensive experience in sales, marketing, and business development at top global law firms and explains why relationships are at the heart of every successful business interaction. She emphasizes that trust and authenticity take time to develop, and professionals who focus on immediate results often miss out on long-term opportunities. Key topics include the importance of curiosity and generosity in client relationships, avoiding transactional business development approaches, and understanding when a prospect is truly ready to buy. Kim shares real-world examples of business development failures caused by a lack of authenticity and provides actionable strategies for building relationships based on trust rather than pressure. She also discusses how COVID-19 has reshaped networki