Client Development Strategies For Your Ethics Practice in a Stormy Economy

It’s The Relationship, Stupid! It’s a contact sport. It’s not about merit. Goal: inform people what you and your firm do so they can either hire you or refer someone else to you You must get out of the office!

Why you hate it Foreign No time/I can’t bill the time Unprofessional/Manipulative I don’t like schmoozing

“Trust me Mort--no electronic-communications superhighway, no matter how vast and sophisticated, will ever replace the art of the schmooze.”

Have a plan (“Hangout” theory) Who are potential clients and referral sources? Where do I meet them? How can I best develop the relationship? How can I enhance my reputation? “If you are going to be a successful duck hunter, you must go where the ducks are.” “Bear” Bryant

Yes, This Will Work! You will be successful if you are: Disciplined Realistic Patient Rainmakers simply do things that other people could do but don’t want to do.

Networking 101 Adjust Your Attitude Networking is not Reception glad-handing Cold calling Networking is Building a network of people for mutual assistance With people you already know In a one-on-one setting “The currency of real networking is not greed but generosity.” – K. Ferrazzi

Create a Contact List Present clients Other resources Firm (cross-sell) Former firm/job Bar activities Opposing counsel Related professions Industry/trade Community orgs. Law school/college Non-profit boards Pro bono/volunteer Religious affiliation Family Friends Children activities Hobbies/sports

Contact them! Prioritize Email v. telephone Be persistent Don’t expect all to respond It’s a numbers game Don’t worry about the competition – it stinks

Let’s Do Lunch . . . Time to build the relationship Be prepared Listen (ears-to-mouth ratio) Help them Remember details Confident Enthusiastic

Increasing Your Contacts Join new groups – become active What do successful colleagues belong to? Attend conferences, receptions, CLE’s, etc. Working the room - You may not like it, but it’s part of your job Sure it’s work, but it’s part of your job. Do it professionally.

Do’s Don’ts Firm handshake Excessive food or drink Good eye contact Smile Don’ts Excessive food or drink Discuss controversial topics Off-color humor Do business

Other Tips You don’t have to meet everyone; set a realistic goal Look to meet someone new who is talking to someone you already know Look for someone who looks more uncomfortable than you Sit at a table where you know the least number of people This is NOT the time to catch up with your work colleagues or good friends

“What do you do?” “I’m a lawyer.” “The law.” “I do law.” “I practice law.” “I’m an attorney.” “Something legal.”

Seminars Not always about ego Show off your expertise/name recognition Audience Don’t rush home

Article Writing / Newsletters Name recognition/credibility Reason for a contact/reminder

Other Reminders Greeting cards Premiums/holiday gifts Personal notes Have lunch again

Marketing Online Web presence – a must (not complicated or expensive) Validation for referrals Blogging

Social Networking LinkedIn, Facebook, Twitter Means to add contacts Demonstrate expertise Not a substitute for one-on-ones

Re-evaluate Your Plan Prioritize Network Efforts Expenses “All things being equal, people do business with friends; all things being not quite so equal, people still want to do business with friends.”