Relationship Development

“I just can’t do one more online meeting. “

“You can’t get business that way.” 

“My clients need me more.” 

Have you ever said, or thought, any of these things about a virtual event or while involved in a conference organization during the pandemic? It’s not the first time I’ve heard them, which is why they merit a mention here.

When you say these things out loud or to yourself, it’s likely that your first reaction is that you’re fed up, the organization is faulty, or you’ll just hang on until things get back to “normal.” But consider for just a moment that maybe the networking barrier in these scenarios is actually you.
Continue Reading How Zoom Fatigue May Be Blocking Your Relationship Development Efforts (And How to Fix It)

If you’ve been following along here at Zen for any length of time (or even just the last few weeks), then you’ll know that I love September and the promise of a fresh start that it brings (also because the fall is my favorite season).

A LOT of us have been feeling bogged down lately – by the pandemic, endless Zoom calls, heat and humidity, worldwide unrest, the list goes on. There is a lot that we CAN’T control. But there are some things we can control – for one, our attitudes and our ability to reach out and help someone else.
Continue Reading Fresh New Ideas for September That We Love (And You Will Too!)

Raise your hand if you’re burned out, frustrated, tired, over it.

I’m guessing that’s pretty much everyone, right?

What I’ve been hearing from all of my lawyers is that they just have time for their clients, and that’s about it. They’re not really able to find the energy to build new business. I get it.
Continue Reading Hot Tip for Refreshing Your Networking This Month

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