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Networking Strategies

Good question. I have been letting people come to me for the past couple of years, but since I am trying to grow my practice, I am starting to be more purposeful in my marketing and networking.


Start by talking to the connections you already have, so you can leverage their networks. For example, I had lunch with my friend and financial advisor, who does a lot of networking, to tell him about our new business practice. He gave me three names of people I should connect with, so I will. I also met with a business consultant who used to be interim CEO at the non-profit where my wife worked. I discovered that I might be able to refer business to her, but she also gave me a couple of names.


That is how I map out my strategy of people to contact. Also, make sure you follow up with a handwritten thank-you note! I just put together my own custom cards at cardstore.com. I just made a nice logo for the cover and printed my business card on the inside. They look great, and get as many comments as the cards themselves.


  • Graham,


    I wrote a post on what I think is the best way to contact people for one-on-ones. I prefer email over the telephone.


    Good luck.


  • I would agree that you need some sort of plan.

    If you are just starting out, I would suggest first starting with more experienced attorneys in the areas you want to practice.  Having a good mentor is invaluable - sometimes you need to have someone you can call up and say "I have this situation, and here's how I'm thinking of approaching it - am I missing something?"  Sometimes you learn something new, sometimes you realize you know more than you thought.  After you have those relationships, start looking for people who work in areas complimentary to your practice areas (attorneys in different practice areas, financial planners, etc.).

    I think the e-mail vs. phone thing is a matter of personal preference.  I am a big fan of e-mail as a first contact.  I hate the phone.  I find it to be an unwelcome distraction.  Most of the time I have to force myself to answer.  I would much prefer an introductory e-mail and then set up a plan to meet.  But some people find e-mail impersonal and would rather have a contact call them.  You won't please everyone - so do what you are most comfortable with.

    Jennifer R. Lewis Kannegieter
    Attorney at Law
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