These are great opportunities because you've been invited, and the client is assembling a number of potential buyers who are specifically interested in these topics. Here's how to get the most out of it.
Most companies above a certain size already have outside lawyers with your expertise, but it doesn't have to be a significant barrier to getting business from them. You're probably in the habit of identifying yourself with some type of legal-service descriptive noun such as "litigator," or "employment lawyer," or such. That makes you look like dozens, maybe hundreds, of other lawyers who use the same terms. Here's how to change that.
If you collect business cards at networking events, but rarely turn them into business, it's because you're trying to meet as many people as possible. Instead, know exactly what you're looking for, and filter those you meet quickly. With a single question, you can determine whether or not to invest any time at all with them. Here's what to do to get the most out of the time you spend.
I'm presenting a group education session at a client's office. How can I maximize its marketing value?
Lawyers spend a lot of time cultivating relationships, but often have little results to show for the investment. It's not a negative reflection on your relationship, and it has nothing to do with their willingness to refer you. You simply haven't made it easy enough for them. Fortunately, it's surprisingly easy to fix.
Too many lawyers misunderstand the business development value of public service, thinking that simple association with other members or leaders will result in business opportunities. That may happen, but hoping that some proximity magic will happen isn't the way to bet. Here's how to maximize your opportunity.
"It's time for me to get serious about business development, but I’m confused about how to get started."
If you're uncomfortable at networking events, you're not alone. Lots of people, not just lawyers, feel that way. A lot of it's due to not knowing what to do, and worrying that you'll either look foolish or spend the entire night standing around alone. The good news is that almost everyone else at the event feels the same way to one degree or another. Here's how to get the most out of time invested at these events.
While working on legal matters, I have lots of client contact, but don’t know how to get business from it
I’ve been a decent rainmaker, but what used to get clients for me doesn’t work anymore. How do I get prospects to pay attention to me?