Whilst the goal is ultimately to be the first name that comes to mind when a Solicitor or general counsel needs a Barrister, there is huge value in being the second person on their list too. 
Every profession has its own unique attitude and culture towards Business Development.   Some professions will favour a direct approach to business development and directly asking "can I have your business" is the norm, others will have a more indirect approach, with the focus on being known, trusted and hoping to be front of mind when clients have a need.
Barristers and their Chambers sit at the extreme of the "indirect" approach. This is hardly surprising given it is only 20-something years since "touting" for business became legal for Barristers.  For many professions 20 years is plenty of time for...