Parlay Benevolence into Business Generation:
Maximize the use of your organization participation
 
If you or another attorney at the firm is the president-elect of an industry counsel or bar association subdivision, or has been asked to co-chair a conference for an industry association such as the National Bar Association, you have a golden business development opportunity in the making. As the head of such organizations, you are poised to handpick the speakers at affiliated events, and parlay those contacts into future business.
 
You don’t have to know personally the general or senior counsel of any company you call and invite to be a guest speaker. Your position in the organization gives you access you might not ordinarily have. Then, when the opportunity permits, maximize your contacts by engaging them into another aspect of the conversation—namely, your elevator pitch. Throughout the planning stages, keep in frequent contact and send email updates on company developments and solicit suggestions regarding the event. Invite members of the panel to a dinner a night before the meeting, and then stay in touch thereafter.
 
Just think. For six to nine months, you have the opportunity to engage future targets.

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