Relationship Development

If you have zoom fatigue, raise your hand.

My guess is that everyone has their hand raised. I know I do. Everyone is fed up with taking meetings on their screens, and so when something is voluntary, you’re going to opt out of it. I get it.

But what are you building if you don’t show up?
Continue Reading What are you Building if you Don’t Show up?

There’s no quick fix for relationship development. But there ARE some quick things you can do today to advance either the first step in your relationship with someone or the next step. When you think of networking and relationship building as a series of smaller actions that you can take to help weave the fabric of stronger relationships, it stops feeling so overwhelming and starts feeling like something you can build into your everyday schedule. So whether you’ve got five minutes or an hour, you can strengthen your network today:
Continue Reading 5 Quick Tips to Build Better Business Relationships

As a lawyer, in addition to the network of clients and potential clients that you’ve built, you’ve also built a network of referral sources. This may be formal or informal (or more likely, both). One of the most overlooked opportunities for further developing your relationships with these sources of referrals is content – not only does it help you to get to know these sources better, but it also provides you with collateral that you can use with your primary client/potential client networks.
Continue Reading 3 Ways to Use Content to Create Relationships with Your Referral Network

I’ll tell you a secret – the pandemic may not be over, but you can still be networking. Even when networking is primarily done in a virtual way, the substance of it has not changed; only the platform.

So what does that mean when it comes to networking?
Continue Reading 7 of My Favorite Networking Tips – Yes, Even in a Pandemic

This afternoon, I had a lovely chat with my friend, Brian Gorman, who is part of a mastermind group that I’ve been working with this year. Here’s what Brian, who is also a coach, says on his website about change, which is something I think we can agree we’ve all had more than enough of in the past year.
Continue Reading Lawyers: Two Networking Questions You May Be Missing

Michael Roch is a Zurich-based software entrepreneur and advisor to Managing Partners and CEOs, who has been consulting for over 20 years to law and professional services firms in the US, UK, Europe, Africa and Asia. He is the founder and managing partner of a global consulting boutique for the last ten years, and is

Unless you’re new here (and if you are, welcome!), you’ll know that I often say that networking happens everywhere. So what happens when your “everywhere” gets slimmed down during a pandemic, and even when you ARE out and about, your (hopefully) smiling, open and friendly face is hidden behind a mask?

We adapt!

I know how much lawyers love change, and how much change you’ve already embraced in 2020, but this is the year to throw out old systems, test new ideas and see what works and what you feel comfortable with. The GOOD news is that we’re not changing what has always been true about how you get new work – by doing good work in the first place, and then through word of mouth. For lawyers, we’re in a people business, and that’s not going to change no matter how much technology we add into the mix. What IS going to change is the how.
Continue Reading Networking Happens Everywhere – the Quarantine Edition

It’s true – running an organization that is built on in-person personal relationships has it’s challenges. But what doesn’t have its challenges in 2020, right?

A couple of years ago, I wrote a blog post about how lawyers and law firms can leverage their referral networks to achieve more value, whether these networks are formal or informal (I happen to run a formal one). There’s no reason that this has to stop because in-person events have been put on pause; in fact, many of our members have said they’ve never felt their membership has been more valuable than it has been this year. In part, that’s due to the historical relationships that they’ve built over many years. But we’re welcoming new firms too. And it’s possible to forge new relationships and create new business – it simply takes a little creativity.
Continue Reading Leveraging Your Referral Network for More Value…During a Pandemic

It’ 2020. Many of us had grand plans for the way that our business development and relationship building was going to go this year. We were going to spend the year connecting, deepening our engagement, forging new contacts!

I won’t remind you what threw a wrench in that.

But engagement isn’t over.
Continue Reading Lawyers: Think Outside the Box to Connect with Your Network

We often hear that legal content is lacking in personality.

Lawyers have the talent and the intelligence to communicate their valuable legal expertise, but often, their passion for the subject doesn’t translate well for someone who’d prefer that they “give it to them straight” instead of filling an article, post, or video with legalese.

But what does that mean – “add personality” to your content? And how do you do it?

The Content Marketing Institute’s Sarah Rickerd authored a great post with 13 Easy Tips to Give Your Content More Personality, and two of them really stuck out for me. Before we touch on them, I know your first question is going to be “why bother?” The reason is simple, and Sarah addresses it early on – it’s about engagement.
Continue Reading Lawyers: Create Engagement with Your Content Through Your Personality…Yes, Really!