1. Client Development Strategies For Your Ethics Practice in a Stormy Economy

3. 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!

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

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

6. 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

7. 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.

8. 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

9. 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

10. 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

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

12. 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.

13. 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

14. 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

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

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

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

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

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

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

22. 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.”