Like many myths, this one has a grain of truth. If your firm is spending tons of dough on sponsorships and speaking engagements only for attorneys to sit in a corner clique, then yes: it’s a total waste of the firm’s time and resources.
 
Clients won’t come in by osmosis. Law selling requires an active effort. I remember observing attorneys at a firm I was doing work for congregating together at an event, sitting together at the same table instead of mingling and chatting up clients and prospects. For future events, I advised the firm to have each partner assigned to meet several prospects and to sit at separate tables.
 
Their leads grew to over 125 last year and 15 produced new engagements.

This entry was posted on Friday, January 23rd, 2009 at 5:01 pm and is filed under Generating New Business. You can follow any responses to this entry through the RSS 2.0 feed. Both comments and pings are currently closed.