Business Development Representative (Partnerships & Referrals) at How to Manage a Small Law Firm

Not Your Average Business Development Role…

Are you the kind of person who can turn a casual conversation into a meaningful opportunity? Do you get a charge out of meeting new people, opening doors, and building relationships that actually go somewhere? If sitting behind a desk all day sounds like a slow fade to black, keep reading.

How To Manage A Small Law Firm (HTM) is looking for a Business Development Representative to help us unlock one of our biggest growth opportunities: relationships, partnerships, and referral channels. This isn’t about cold calls or rigid scripts. This is about building a network that works for you and turning connections into real business impact.

If you thrive in rooms full of people, enjoy being the connector, and know how to create momentum where there was none before, this might be your lane.

About Us

How to Manage A Small Law Firm is a fast-growing company specializing in helping small law firm owners grow their businesses. We’ve earned a spot on the INC 5000 list four years in a row, and we’re still moving fast, building systems as we go, and evolving every day.

We’re based in South Miami, FL, but operate with a largely remote team and serve a national client base. Our clients find us through events, partnerships, referrals, and thought leadership across the legal space.

At our core, we are the largest provider of “outside” CEO, COO & CFO services for small and solo law firms. Our clients are typically owner-operated businesses generating anywhere from startup revenue to under $5MM annually. Many are incredible attorneys—but need help running the business side of their firm.

We are NOT a multi-level marketing company. We are a direct service provider delivering high-impact business advising through coaching, education, and live experiences.

Compensation & Role

This is NOT a passive role.

There’s no perfectly mapped playbook. No tidy checklist waiting for you every morning. You’ll be expected to create opportunities, not wait for them. Build relationships, not just track them. And yes, sometimes you’ll be figuring things out as you go.

But that’s also where the magic lives.

You’ll play a key role in expanding HTM’s reach by building a powerful network of referral partners, industry relationships, and strategic alliances. Your success will directly impact new member growth and company revenue.

Compensation includes a base salary plus performance-based upside tied to partnerships, referrals, and overall revenue contribution.

What You’ll Be Responsible For

Relationship Building

· Develop and nurture relationships with attorneys, bar associations, and legal organizations
· Build and maintain a strong network of Centers of Influence (COIs)
· Represent HTM within professional and legal communities

Partnership Development

· Identify and pursue strategic partnerships across events, organizations, and platforms
· Build referral pipelines that consistently generate high-quality opportunities

Event & Speaking Opportunities

· Coordinate and attend networking events, conferences, and industry gatherings
· Secure speaking opportunities for HTM leadership
· Represent HTM at events when appropriate

Referral Generation

· Drive inbound referrals through relationships and partnerships
· Collaborate closely with Sales and Marketing to convert opportunities into new members

What Success Looks Like

· A consistently growing pipeline of high-quality referral opportunities
· Strong, trusted relationships across the legal industry
· Visible and active presence in key legal and professional communities
· Measurable contribution to new member acquisition and revenue growth

Who You Are

· A natural relationship builder who people trust quickly
· Strong communicator, comfortable in conversations, presentations, and networking environments
· A self-starter who creates momentum and opens doors without waiting for direction
· Experienced in sales, business development, or partnership roles (preferred)
· Background in legal, professional services, or B2B environments is a plus
· Comfortable with ambiguity and energized by building something that doesn’t yet exist

Position Details

Position Type: Full-time
Work Environment: Remote with travel for events, conferences, and partner meetings
Travel: Expected as part of networking, partnership development, and event attendance

Other Duties

This role isn’t a fixed box. Responsibilities may evolve as the company grows and as new opportunities emerge. Flexibility, adaptability, and a willingness to jump in where needed will be key to success.

If you’re looking for a role where your network becomes your superpower and your conversations turn into real business impact, this is your shot.

HTM provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state or local laws

Please note that at this time we are only able to consider candidates who are based in one of our hiring states: Arizona, Colorado, Florida, Georgia, Illinois, Maryland, Michigan, North Carolina, New Jersey, New York, Pennsylvania, Texas, Virginia, or Washington.