Notes from Roy Ginsburg’s presentation at #lawyernomics2016:

Networking to Success (Roy Ginsburg)

“It’s the relationship, stupid.”

The billable hour clock slide (great gift)

Successful rainmakers have two things in common: business development a priority and persistent.

Networking is about mutual assistance. You can successfully network only meeting with people you already know.

Create contact list (remember people might know you’re a lawyer, but they won’t know your practice area). Contact your contact list, do it by email. Be persistent with the emails. Three strikes you’re out, however.

Let’s do lunch. Be prepared. Listen (don’t talk, listen). Help them (give them referrals they need). Remember details. Confident. Enthusiastic (people want to hire lawyers who love what they do).

Working the room: shake hands, make eye contact, confident, find something in common

All things being equal, people do business with friends. All things not equal, people still want to do business with friends.

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