06/22/2011 09:49:00 AM EST
How not to network
I returned from a working vacation
(mostly working) to find a discussion thread on one of the social networks
started by a lawyer looking to build a network with lawyers in other countries.
It is not surprising that a lot of hands, mostly from solo practitioners and
lawyers in small firms, have been raised to volunteer.
But this is not the best way to
build a serious professional network.
Developing productive business
relationships with lawyers in other jurisdictions requires a well thought-out
strategy, not a posting on a social networking site or making "cold calls" on
law firms in distant cities.
There needs to be some serious
thought about questions such as:
- Can we realistically provide legal services to clients
from foreign jurisdictions?
- Which of our service lines and which of our client
sectors are most likely to attract referrals from other law firms?
- What do our clients need in other jurisdictions?
- What are our competitive advantages and how well have
we communicated them even in our own local market?
- What can we offer other firms in the way of referrals
from our client base.
That is not to say that using a
social network to network with other lawyers and law firms can never produce
results. The immediate cost of a post on a social network is almost nil.
So are the chances of a good
on the Walker Clark Worldview Blog.
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