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Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
Legal Networking for Business Development
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Legal Networking for Business Development

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This presentation focuses on networking tips and strategies attorneys can use to build their business and enhance client relationships. …

This presentation focuses on networking tips and strategies attorneys can use to build their business and enhance client relationships.
Key Topics include:
-How to identify and build your network
-Building your personal brand to improve relationships
-Online and offline tools for effective client development
-Effective strategies for maintaining relationships

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  • Things I am not going to talk about include: How to dress; eat; walk and shake hands. These are lessons
  • Transcript

    • 1. Networking to Build Your Business Strategies for Client Development March 17, 2010 www.mavenagency.com
    • 2. <ul><li>Co-Founder of Maven, a full service, strategic communications agency located in Philadelphia </li></ul><ul><li>Big agency experience, entrepreneurial attitude </li></ul><ul><li>Specialized experience in legal and professional service communications </li></ul><ul><ul><li>Public relations </li></ul></ul><ul><ul><li>Message development </li></ul></ul><ul><ul><li>Strategic planning </li></ul></ul><ul><ul><li>Crisis management </li></ul></ul><ul><ul><li>Corporate and executive branding and media training </li></ul></ul>Rebecca Devine, Principal Maven Communications
    • 3. <ul><li>Statistically, all of us have a network of at least 200 people </li></ul>Networking <ul><li>The key is to foster your network into active RELATIONSHIPS </li></ul><ul><li>It’s not about selling; it’s about connecting </li></ul>
    • 4. Who is in your network? <ul><li>Clients </li></ul><ul><li>Other attorneys </li></ul><ul><ul><li>Non-competing firms </li></ul></ul><ul><ul><li>Attorneys with conflicts </li></ul></ul><ul><ul><li>Opposing counsel </li></ul></ul><ul><ul><li>Law school contacts </li></ul></ul><ul><li>Colleagues </li></ul><ul><li>Judges </li></ul><ul><li>Consultants (accountants, bankers, financial advisors, executive recruiters) </li></ul><ul><li>Alumni </li></ul><ul><li>Neighbors </li></ul><ul><li>Friends and Family </li></ul>
    • 5. Where are your opportunities? <ul><li>CLE events </li></ul><ul><li>Bar Association events </li></ul><ul><li>Fundraisers </li></ul><ul><li>Charity functions </li></ul><ul><li>HASP sponsored events </li></ul><ul><ul><li>Sponsorship Tickets </li></ul></ul><ul><li>Coffee shop </li></ul><ul><li>… and pretty much every public space </li></ul>
    • 6. Building Your Network <ul><li>Focus on Current Clients and Referral Relationships </li></ul><ul><li>Current Clients are your biggest source of potential new business </li></ul><ul><ul><li>3 – 5 times cheaper than obtaining new clients </li></ul></ul><ul><ul><li>You already know them </li></ul></ul><ul><li>Referrals can help grow your business and make you an invaluable resource to others </li></ul><ul><ul><li>Referrals are the people you know – accountants, friends, alumni, etc. </li></ul></ul>
    • 7. Building Your Network <ul><li>Focus on Current Clients and Referral Relationships </li></ul><ul><li>Remember – most successful relationships are like plants – they need constant tending to grow. </li></ul><ul><li>It doesn’t happen overnight! </li></ul>
    • 8. Networking Basics <ul><li>Preparation </li></ul><ul><ul><li>Build your brand first </li></ul></ul><ul><ul><li>Set goals and expectations </li></ul></ul><ul><ul><li>Learn about current clients and referral sources </li></ul></ul><ul><li>Get involved </li></ul><ul><li>Use social media tools </li></ul><ul><li>Follow up </li></ul><ul><li>Be patient – ongoing persistence and consistency are key. </li></ul><ul><li>Periodically check in on goals </li></ul>
    • 9. Preparation <ul><li>Build Your Brand First </li></ul><ul><ul><li>Look and act the part </li></ul></ul><ul><ul><li>First impressions are still important </li></ul></ul>
    • 10. Preparation <ul><li>Build Your Brand First </li></ul><ul><ul><li>Competence: Describe your knowledge, skills and expertise and experience </li></ul></ul><ul><ul><li>Approach: Describe your strengths. Describe your experience. What are you known for at the firm? </li></ul></ul><ul><ul><li>Firm Knowledge: Do you know what is going on at HASP? Do you know what other attorneys are working on? Be able to communicate your colleagues strengths and experience. </li></ul></ul><ul><ul><li>Remember: Your first priority should be mastering the craft. </li></ul></ul>
    • 11. Preparation <ul><li>Create your elevator speech </li></ul><ul><ul><li>Describe what you do in 30 seconds or less </li></ul></ul><ul><ul><li>Use it as a tool to promote conversation </li></ul></ul>
    • 12. Preparation <ul><li>Good: </li></ul><ul><ul><li>I am an attorney that helps keep people out of prison </li></ul></ul><ul><ul><li>I save businesses money </li></ul></ul><ul><ul><li>I protect small businesses from being taken advantage of </li></ul></ul><ul><li>Bad: </li></ul><ul><ul><li>I am a lawyer </li></ul></ul><ul><ul><li>I am a litigator </li></ul></ul>
    • 13. Preparation <ul><li>Sample Elevator Speeches </li></ul><ul><li>My name is Rebecca Devine. I help corporations , non-profits and individuals build better relationships to improve bottom line business results. As a principal of Maven, I help clients connect with internal and external audiences via public relations, message development and marketing consulting. </li></ul>
    • 14. Preparation <ul><li>Sample Elevator Speeches – Legal </li></ul><ul><li>My name is Andy the Ampersand and I help businesses and business owners address disputes that affect their bottom line. As an attorney at HASP, I help clients find the best solution – whether its to settle a case or take it to trial – so they can sleep at night. </li></ul>
    • 15. Preparation <ul><li>Set Goals & Expectations </li></ul><ul><ul><li>Who do you want to talk to at each event? </li></ul></ul><ul><ul><li>Who do you know at the event that you can introduce someone to? </li></ul></ul><ul><ul><li>What action item do you want to take away from the encounter? </li></ul></ul>
    • 16. Preparation <ul><li>Research participants you want to talk to before the event </li></ul><ul><ul><li>Who is the host? </li></ul></ul><ul><ul><li>Who will be attending? </li></ul></ul><ul><ul><li>What is going on with their business? </li></ul></ul><ul><ul><li>Who do you want as your client? </li></ul></ul><ul><ul><ul><li>Size: Small to medium regional businesses; large, public corporations </li></ul></ul></ul><ul><ul><ul><li>Industry: Health care, financial, manufacturing, law </li></ul></ul></ul>
    • 17. Preparation <ul><li>Don’t forget to bring - AND TAKE - business cards to each event </li></ul><ul><li>Pack a pen! </li></ul><ul><ul><li>Make notes on cards you receive so you know who they are </li></ul></ul><ul><li>Enter their information into your database after the event </li></ul><ul><ul><li>Periodically check in with contacts to stay top of mind </li></ul></ul>
    • 18. Tips for Success: #1 - Get Involved <ul><li>Don’t just join – increase your visibility by getting involved </li></ul><ul><ul><li>Bar Association committees </li></ul></ul><ul><ul><li>Non-profit boards </li></ul></ul><ul><ul><li>Pro-bono case boards </li></ul></ul><ul><ul><li>Industry trade groups </li></ul></ul><ul><ul><li>Alumni association groups </li></ul></ul>
    • 19. Tips for Success: #2 - Let me tell you a little story about a man named Shhhh
    • 20. Tips for Success: #3: Listen for Business
    • 21. Tips for Success: #4 - Know Thy Client <ul><li>Before you meet a client: </li></ul><ul><ul><li>Get to know your clients business – what makes them tick? </li></ul></ul><ul><ul><li>Ask thoughtful questions </li></ul></ul><ul><ul><li>Demonstrate your knowledge of the industry, the company </li></ul></ul><ul><ul><ul><li>No Fishing </li></ul></ul></ul><ul><ul><li>Offer referrals where you can </li></ul></ul><ul><ul><li>Provide insight on what you’re hearing about the market </li></ul></ul><ul><ul><li>Take notes – writing things down demonstrates an active interest </li></ul></ul><ul><ul><li>LISTEN, LEARN, REPEAT </li></ul></ul>
    • 22. Tips for Success: #4 - Know Thy Client <ul><li>Sample Questions: </li></ul><ul><ul><li>What are your future goals for the company in the next 12 months? </li></ul></ul><ul><ul><li>Tell me a little about some obstacles your company has encountered in the past. </li></ul></ul><ul><ul><li>Are there any foreseeable changes you see that may impact the firm? </li></ul></ul><ul><ul><li>I’ve been reading a lot about XYZ company issue in the news. How have you been handling this issue internally? </li></ul></ul><ul><ul><li>How can HASP help make your job easier? </li></ul></ul>
    • 23. Tips for Success: #4 - Know Thy Client <ul><li>Avoid : </li></ul><ul><ul><li>Dominating the conversation </li></ul></ul><ul><ul><li>The hard sell </li></ul></ul><ul><ul><li>Ignoring non-verbal cues </li></ul></ul>
    • 24. So You’ve Connected…Now What? <ul><li>Follow up after each encounter </li></ul><ul><ul><li>Thank you notes - old school yet effective </li></ul></ul><ul><ul><li>Add each contact to InterAction with notes on where you met them and relevant details (met at PBA event; likes scotch; may need accountant referral) </li></ul></ul><ul><ul><li>Email </li></ul></ul><ul><ul><li>Connect on LinkedIn or other social media </li></ul></ul><ul><ul><li>Set a reminder on your calendar to follow up with specific contacts </li></ul></ul>
    • 25. So You’ve Connected…Now What? <ul><li>Stay Top Of Mind - Send relevant news and firm updates REGULARLY that impact their business </li></ul><ul><ul><li>Use your resources to demonstrate to clients/referrals you are thinking of them </li></ul></ul><ul><ul><ul><li>Google Alerts (www.google.com/alerts) </li></ul></ul></ul><ul><ul><ul><li>Lexis Nexis </li></ul></ul></ul><ul><ul><ul><li>RSS </li></ul></ul></ul><ul><ul><ul><li>LinkedIn and Social Media </li></ul></ul></ul><ul><ul><li>Keep issues top of mind, proactively contact them when you see relevant news in the marketplace </li></ul></ul><ul><ul><li>Personally send relevant thought leadership materials and client alerts </li></ul></ul><ul><ul><li>Invite them to HASP hosted client events or HASP sponsored events </li></ul></ul><ul><ul><li>Schedule follow up meetings or calls </li></ul></ul>
    • 26. So You’ve Connected…Now What? <ul><li>Consistently monitor and check in on your relationships </li></ul><ul><li>Match them up with your goals and assess how they are working for you </li></ul>
    • 27. So You’ve Connected…Now What? <ul><li>MAKE THE ASK </li></ul><ul><ul><li>Once you’ve established a trusted relationship, you have to take the plunge </li></ul></ul><ul><ul><li>Do not feel awkward about asking referral sources, friends and contacts for business in the right way - you are sending them business as well! </li></ul></ul><ul><ul><ul><li>Ask - How can we help you? </li></ul></ul></ul>
    • 28. <ul><ul><li>Keep at it </li></ul></ul><ul><ul><li>Have an entrepreneurial mindset – set goals; know who your targets are </li></ul></ul><ul><ul><li>Learn about your clients and referral sources </li></ul></ul><ul><ul><li>Follow up after each activity </li></ul></ul><ul><ul><li>Think of ways to keep in touch </li></ul></ul><ul><ul><ul><li>News on the client, legislative updates, client alerts </li></ul></ul></ul><ul><ul><li>Leverage online tools </li></ul></ul><ul><ul><li>Treat networking like any other legal matter </li></ul></ul><ul><ul><ul><li>4-6 hours week </li></ul></ul></ul>Tips for Success
    • 29. Discussion/Q&A
    • 30. Discussion/Q&A <ul><li>Doesn’t this take up too much time? </li></ul><ul><li>I’m already involved with several associations, but nothing has happened – what gives? </li></ul><ul><li>Can’t I just wait for business to come to me? </li></ul><ul><li>How do I know what to ask for? </li></ul><ul><li>What about social media? </li></ul>

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