Strategies for Successful Law Firm Business Development Meetings

Strategies for Successful Law Firm Business Development Meetings

The law firm business development meeting, particularly with a new general counsel (GC), involves a blend of excitement and apprehension for attorneys seeking to connect with potential clients.

An article by Law Vision offers some advice to ease the tension and maximize the opportunity:

• Rapport building is crucial. Establish a personal connection by discussing family, hobbies, recent vacations, or life updates to create a comfortable atmosphere conducive to open dialogue.
• Showing genuine interest in the GC’s role, and inquiring about experiences, current projects, priorities, and surprises encountered helps firms know how to align with their services, add value, or provide insights.
• Anticipating the GC’s curiosity about the firm’s accomplishments, or sharing notable matters from work or firm initiatives, sustains dialogue.
• Proposing collaborative opportunities like webinars, panels, articles, or diversity initiatives extends the interaction beyond the meeting.
• Inquiring about support for objectives or challenges faced, and subtly expressing interest in future collaboration, plants seeds for potential opportunities.
• Concluding with a genuine offer of assistance leaves a lasting impression.

Navigating business development meetings requires striking a balance between professionalism and authenticity. By prioritizing relationship-building, mutual curiosity, and genuine offers of support, these encounters can be transformed into valuable connections that benefit both parties in the long run.