Business entertaining has become a nice-to-do. What's far more important is you being seen as relevant to their business.
How to create relationships with business management without alienating inhouse counsel? Earn them by contributing relevant thinking.
The Law Dept. is only one department. Limiting your relationship to them is as short-sighted as focusing solely on Finance or Engineering.
The most important step in the sales process is establishing Relevance, without which nobody has any reason to pay attention to you.
What is the difference between “business development” and “sales,” and does it matter? Lawyers routinely use these terms interchangeably, but shouldn't.
Don't go looking for clients. Learn how to have them look for you.
Not getting hired? It’s not for the old-school reasons most lawyers (and others) assume, but for much simpler human reasons that are easier to fix.
Associates sell legal services to clients, either externally at retail, or internally at wholesale to middlemen, i.e., partners, who mark up their services before reselling them at retail to clients. Once you know how to get clients, you can fire your middleman, and get the markup for yourself.
Make sure you're selling to those with the greatest stake in the business problem you solve. That's usually not the CEO.