Zen & the Art of Legal Networking

Great Relationships Start with the Basics

These days, it seems that everyone is looking for a quick fix to everything. How do I get clients fast? How can I do business development without being directly involved myself? How can I skip ahead to the final steps?

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The Case for Collaboration in Law Firm Networks: the Value Proposition for your Clients

In our discussions over the last few years about the future of the law firm, the one thing that has become abundantly clear is that for lawyers and firms to be successful, they will have to learn to collaborate effectively and efficiently. In her book, Heidi Gardner calls this “Smart Collaboration.” I had the chance to see Gardner present at the CLOC conference in February, and recently finished her book, and I can’t recommend it enough – for anyone in professional services looking to be successful over the next ten years, this is a must-read.

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Rainmaking Recommendation from Jaimie Field: Don’t Slack Because It Is Summer

In today’s Rainmaking Recommendations post, expert and coach, Jaimie Field is discussing a pet peeve of mine, slacking on your business development in the summer. Read on to find out why you may want to double down instead.

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Two Ways to Use LinkedIn to Attract Your Ideal Client

Of all the social media platforms out there, I’d venture to say that LinkedIn is the one that lawyers are most comfortable using. It has a reputation for being the most professional, and as a result, it’s had the widest adoption within the industry. In recent years, LinkedIn has really expanded their offerings, and provided a robust, deep platform that allows us to engage in new ways, all which make it an even more valuable platform than it was at the beginning.

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ILN Firm of the Month – Shutts & Bowen, Florida!

The ILN is proud to announce our latest firm of the month, Shutts & Bowen, Florida!
Shutts & Bowen is a full service international law firm, with approximately 300 attorneys, in eight offices located throughout Florida – Fort Lauderdale, Jacksonville, Miami, Orlando, Sarasota, Tallahassee, Tampa, and West Palm Beach.
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Three Reasons Attribution in Your Content is the Right Thing to Do

Depending on your business/relationship development goals and strengths, one of your strategies may be to write and share content. When you’re considering augmenting your reputation and building your practice, it might seem counterintuitive to share the spotlight with someone else by quoting or referencing them in your articles and posts, but I’m here to tell you that it’s both essential, and a good business development practice. How so? 

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Rainmaking Recommendation from Jaimie Field: Getting to Know You: Using Google Alerts to Find/Know Your Clients

In today’s guest post, rainmaking expert and coach, Jaimie Field, talks about using Google alerts to learn more about your clients and prospects.

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Using Sales Data To Improve Your Business Development

While I’m out of the office this week for our Annual Conference, I’m bringing you a guest post from Vince Robisch, of Minimalex – Vince coaches attorneys on improving their business development process to bring in more corporate clients. He practiced at an AmLaw 200 firm for eight years, and has sold millions of dollars of products and services to corporate legal departments and law firms, an experience that helps him to understand his clients and their clients. He currently coaches attorneys from specialized boutiques to some of the largest firms in the United States. You can learn more at his website. Vince is using the dreaded “s” word today – sales – to talk about an important topic, that of business development. It turns out that data helps your business. Who knew?

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Nice Recovery! Fixing Your Worst Networking Mistakes

Networking is not an easy task, which is one of the reasons that we discuss it so frequently here on Zen.

Since I’m spending this week with my lawyers in Milan, facilitating their networking efforts at our Annual Conference, I have networking on the brain, and wanted to share with you a couple of the worst networking mistakes you can make, and how to recover from them. 

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Lawyers: What Makes You Worth Talking About?

Lawyers know better than most people that words matter – after all, who knows better than a contract lawyer that a nuanced clause can make or break a deal?

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