Turning Friendships into Business (without losing the friendship)
Released on April 21, 2026
There’s a slightly awkward moment I see all the time.
You’re at a conference, out for a drink, maybe you’re halfway through a round of golf, or maybe attending your kids’ sporting event, and you are talking with someone you get on well with. You’ve known each other a while and enjoy spending time together.
And at some point, a thought pops into your head:
“We really should talk about business at some point...”
And then… you don’t. You just carry on chatting. I get it.
Because the second you think about bringing it up, it suddenly feels like a big deal.
Like you’re about to turn a normal, easy relationship into something formal or transactional.
So, you leave it.
But here’s the thing.
You’re not asking them for work.
You’re not pitching them.
You’re not putting them on the spot.
You’re just saying:
“Hey—we know each other, we’re in the same space… how about we spend a bit of time talking about how we might help each other?”
That’s it.
It’s a very normal, very reasonable conversation.
If anything, it’s a bit odd not to have it.
You’ve already done the hard part:
You know each other
You like each other
There’s some level of trust there
That’s where most business comes from.
Already Know the Right People?
Many business development opportunities don't start with meeting someone new. The challenge is finding a natural way to start the conversation.
If you'd like to discuss how to identify and develop those opportunities, I'd be happy to compare notes.
Click here to find a time to talk
So instead of overthinking it, just ask:
“I always enjoy catching up with you at these things.
We’ve never really talked about work properly—how about we set up 20 minutes (or lunch or meet for a coffee) and see if there’s anything there?”
Keep it light. No pressure.
You’re just opening the door.
This is something almost everyone hesitates over.
You’re not the only one.
But the people who do it are the ones who quietly turn relationships into real opportunities over time.
Try this
Think about the next conference you’re going to.
Out of everyone you’re likely to see—probably quite a few people—pick one person where this would feel pretty natural to say.
Not five. Just one.
And the next time you see them—or even over email—use the line.
You’ll find out very quickly:
It’s not a big deal.
You just hadn’t said it yet.
If you do try it, let me know how it goes.
– Phil
Have a Relationship You Should Be Talking Business With?
Many of the best opportunities don't come from meeting new people. They come from having better conversations with people you already know, trust, and enjoy spending time with.
If you'd like to explore how to turn existing relationships into meaningful business development opportunities, I'd be happy to talk.
Click here to find a time to talk
Enjoyed this article?
The BD Brief is a free newsletter where I share practical business development ideas, strategies, and tools to help IP attorneys build stronger practices.
