On the Counsel to Counsel Podcast, we talk a lot about relationship building. Doing great work should always be your number one priority as a lawyer. But successful careers are not built on merit alone. The people in your network are critical. Whether you are thinking about an in-house move or growing your law practice, relationships matter….a lot. In my latest episode of the C2C Podcast, I speak with Ben Sigel, someone who is a master at relationship building. Ben has been a litigator at several mid-sized and large firms, Director of Client and Community Relations for Mintz Levin, a Candidate for the United States Congress in my district, and President of the New England Chapter of the Hispanic National Bar Association. He is someone who actively works to build communities and a natural connector. He is also someone with deep roots in both the LatinX and
It is well established that referrals are a very important source of business for lawyers and other professionals. I’ve written about that here, here and here. Since legal needs are are episodic, for most attorneys, being in the right place at the right time to hear about a legal need is challenging. Having other professionals keeping their ear to the ground for services that you can provide, dramatically increases your marketing effectiveness.
It is also well established that leads that come through referrals are much more likely to turn into business. They are pre-qualified.
If you live in Boston, it’s pretty hard to ignore what is going on with the sports scene. For the past 17 years or so the Boston Red Sox and the New England Patriots have won many championships and you can throw in a few championships as well from the Boston Celtics and the Boston Bruins. Because of the sports culture of the city, sports does tend to be a popular topic in networking situations. But if you’re like me, sports viewing does not occupy a significant portion of your free time. I tune in when one of our teams makes it to the championship round and I may enjoy one night a year at Fenway Park, although I’m just as likely to end up at Fenway to hear a concert featuring aging rockers (I saw the Who this past summer-inspiring to see that Pete Townsend can still twirl his arm while playing guitar and not end up in the hospital).
See show notes for lots of business development resources.
Looking for ways to build your network? How do you find meaningful ways to stay connected to potential referral sources? How do you build relationships with professionals who can help you advance your career? In my latest podcast, Peter Resnick, VP at Charles River Associates, talks about the ways he has leveraged his relationships to … Read more
If you are a professional services provider and you want to grow your business, you know the importance of marketing. Whether you are a lawyer seeking to represent startup technology companies, an agency recruiter like me who is looking to generate more search work from the life sciences industry or an accountant looking for individuals who need help with their tax returns, it is important to speak, write and participate in professional activities that enhance your reputation.
But marketing alone is generally insufficient to generate the work you want. While branding and advertising may be enough to get customers to buy a cup of coffee at Starbucks, branding/marketing may not be enough to get a prospective client to pick up the phone and call a professional services provider.
The holidays are a time to remember the needy–those who are struggling to pay for basic necessities. We are all compelled to do what we can to help those less fortunate than us and the holiday season is a good reminder to act. Whether that means volunteering in a homeless shelter or simply writing a … Read more
Julie Fleming, of Lex Innova Consulting, has a nice post on how technology may be interfering with your business relationship building. It’s a short read, but right on point.
Click here to listen to the whole podcast.
The foundation of a strong law practice is a strong referral network. Even your best clients probably don’t need you all the time. This is particularly true for litigators. But what is a strong referral network and how do you build it?
Fundamentally, a good referral network starts with a focused marketing message. It is difficult to generate referrals if you do not have a clear idea of who you want to serve and what services you want to provide. (Who are you, who do you do, who do you serve, what have you done and how do you differentiate yourself from other lawyers?)