How To Build Your Book of Business | Doug Kay

by | Jan 7, 2021

Audio Podcast

How to Build a Book of Business

by Dave Lorenzo

Doug Kay is an Attorney in Fairfax, Virginia. His strategy for revenue growth is simple. Get involved. Take on a leadership role. Do great work. Offer to help people you can serve. You can model his behavior and enjoy similar success.

In this interview, Doug talks about his experiences as a prosecutor and litigator. He also shares how he built his career in the practice of law, established good relationships with his clients, and grew his book of business.

Doug Kay is a business and commercial litigation attorney and Department Chair at the law firm of Offit Kurman. As Department Chair, Doug plays an integral role in managing four different practice groups consisting of over seventy-five lawyers located across the entire Offit Kurman platform.

Doug started his career as an officer in the United States Navy. Upon completion of Law school, Doug Kay served on active duty as a Judge Advocate at Naval Air Station Whidbey Island.

Doug also worked at a large firm focusing on complex civil litigation. He was also a named partner at a firm based in Tysons Corner, Virginia where he focused on civil litigation and criminal defense.


00:00 – Intro

00:29 – Introduction of Doug Kay – Principal Attorney

01:05 – Judge Advocate General’s Corps US Navy | Great place to get experience

03:53 – Assistant Commonwealth’s Attorney in Fairfax Virginia | Best jumping-off point

06:15 – The path from public service to private practice

08:20 – How to set up a case? | Law case set-up

09:40 – How difficult is transition from a government position to private practice?

10:58 – Worried about getting new customers?

12:25 – Living and working in community where you grow up

16:07 – Civilian Complaints Review Board

23:50 – How to balance your life as a lawyer?

25:15 – How to find new clients for a law firm? | Business Power Group

29:19 – How to pick members of your Business Power Group?

32:38 – Business Development Priorities for 2021

36:20 – Differences in working in a large law corporation versus a medium size law firm


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