Building Strategic Connections in Legal Consulting

He wasn’t convinced that being active on LinkedIn would be helpful. 30 days later? Strategic LinkedIn networking brought in 2 new clients (estimated to be worth more than $100k in legal fees). The backstory: ⇒ Litigation partner in a mid-sized law firm. ⇒ Skeptical that LinkedIn could be used to network for business. ⇒ No time for writing or doing traditional “thought leadership”. Despite his doubts, he was willing to give LinkedIn a try. We put a simple strategic LI networking plan together that felt doable for him. Here it is: 1️⃣Identify (& then connect with/follow) 6-10 relevant people. These folks must: ✓ Be active on LinkedIn. ✓ Post about issues relevant to your ideal clients. And no, they don’t need to be competitors or attorneys (but they CAN be - don’t be afraid to follow and engage with those folks!). 2️⃣Set aside 15 minutes per day to review their posts and strategically comment (on any that are relevant to your audience). When commenting, don’t say “great post” or “thanks for sharing”. Instead, add value by: >>> Validating their point with specifics. >>> Adding a new perspective or insight. >>> Asking a question to deepen the discussion. 3️⃣Connect with people you engage with. LinkedIn is a networking tool. Use it that way! Any time someone you aren’t already connected to likes one of your comments or (even better) engages with it, reach out to them to connect. And then, DM them to say “hello” and take the discussion (already started in the comments) further. Yes, that's it. Here’s why this simple formula is so effective: ⏩ It's an easy way to showcase your point of view (and way of lawyering/thinking), which attracts better-fit people into your LI universe. ⏩ It shows your credibility and expertise (in a service-based, non-salesy way). By doing something that takes little time. ⏩ It builds authentic relationships. With people you probably wouldn’t meet in person. Stop thinking of LinkedIn purely as social media. Use it as the networking tool (it actually is). Now, the elephant in the room…Posting your own content. Yes, this will help. But it’s not necessary. If you don’t have the time right now (or are a bit shy about putting your own posts/articles out there), this is a great strategy to lead with. Ready to get started (now)? Do this: 1. Find 1 thought leader in your niche. 2. Make a thoughtful, strategic comment to one of their recent posts. 3. Connect with anyone who likes or engages with your comment. XO, Heather ~~~ P.S. Season 5 of Life & Law podcast is BACK. And this is exactly what we’re covering today. Dive deeper into how to use LinkedIn for networking by listening to Episode 204 (see my Featured Section at Heather Moulder to go directly to the podcast).

Over the last few weeks, I’ve been putting together all the advice I’ve received over the past year or so, bits of wisdom from more than 40 lawyers I’ve had the privilege of meeting. After all these conversations, this seems to be the collective consensus on what a young lawyer should be doing: 🔹 Build a meaningful network. Your network is your most valuable asset, but don’t just build it for career growth. Use it to understand the deeper needs of the legal industry. Focus on genuine relationships, not just transactions. Join professional groups and engage with professionals beyond legal circles, including legal tech, business, and public policy. 🔹 Be curious and proactive. Reach out to experienced lawyers with personalized messages, attend events, and always follow up. Go beyond surface-level networking by asking meaningful questions about where legal services are falling short. Pay attention to recurring frustrations faced by businesses, entrepreneurs, and individuals. These gaps often hold the biggest opportunities. 🔹 Offer value and stay engaged. Share insights, introduce contacts, or volunteer because in networking, "givers gain." Listen more than you speak, track patterns in conversations, and keep in touch with your connections even when you don’t need anything. Toronto’s legal market is small, and your reputation travels fast. Your biggest advantage won’t just come from networking but from using those relationships to identify and act on the legal industry’s blind spots. What do you think? Do you agree? Would you add or challenge anything on this list? Let me know in the comments! 👇 - - - Hi, I’m Claudio – a law student and podcast host. I’m on a mission to connect with 75 lawyers before I graduate. Follow me and tap the 🔔 to stay updated on this journey. Let’s connect!

I need more leads. I need more relationships. I need more activity. The quest for more is common among lawyers struggling to build a legal practice. But "less" is almost always the better way. Let me tell you a story (from my forthcoming book) that drives this point home. When Chet Holmes started working for a small magazine owned by Charlie Munger, he was put in charge of selling ad space. He was given a database of more than 2,000 potential advertisers. His job description was to make as many cold calls as possible in order to generate more leads. But Holmes took a different approach, which emphasized quality over quantity and allowed him to focus his finite time on the most promising opportunities. He got his hands on past issues of hundreds of competitor publications and analyzed the ads. He found that a mere 8% of advertisers purchased 95% of the ad space. This insight led Holmes to focus almost all of his sales efforts on this small target market—what he called his “Dream Buyers.” Instead of trying to reach the masses, Holmes tailored his approach by sending direct mail to each Dream Buyer twice a month, followed by 2 phone calls. The first 4 months of effort didn’t produce any results. But in the 5th month, Holmes closed his first deal, which was huge—a 15-page full-color spread for Xerox. He then closed deals with 28 additional Dream Buyers over the next 5 months, and his efforts compounded over the next several years. As revenue continued to grow, Munger called Holmes into his office: “Now Chet. In all my years, I've never seen anybody double sales three years in a row. Are you sure we're not lying, cheating, and stealing?” They weren’t. Holmes was just focusing on "less but better"—picking a relatively small number of high-potential customers to consistently focus on with a customized sales approach. The lesson here for lawyers is that expanding your practice through business development isn't simply about adding more contacts and clients; it's about continually ascending the value chain. Now let's get practical: If you're hoping to build a practice, instead of focusing on developing hundreds of superficial connections, choose a select group of about 20 to 30 key contacts—your VIPs—and consistently remain visible to them in ways that they perceive as valuable (e.g. send insights, make intros, extend invitations). This number isn't random—it's a manageable figure that reflects the approximate number of business days in a month. If you have a list of approximately 25 key contacts and reach out to one person every business day, you can maintain meaningful connections with all your key contacts on a monthly basis. This approach ensures that each of your most important contacts gets the attention they deserve, and that they're thinking of you when unpredictable opportunities arise. The moral of this story: Focus on less, obsess over quality (relationships, responsiveness, etc.), be consistent and you can't help but succeed.

Law firm partner to in-house counsel is a bigger leap than most lawyers realize. And it might not happen the way you think. If you're a partner, counsel, or senior associate (8+ years in) eyeing an in-house move, here's the truth: Companies hiring through retained search firms typically want candidates who already speak their language. No in-house experience yet? Don't worry. Many companies bypass search firms in the early phases of a senior in-house counsel hiring initiative. During that phase, they tend to be more open to considering law firm talent with potential. These roles become your gateway to future GC opportunities. Breaking in requires strategy: • 𝗡𝗲𝘁𝘄𝗼𝗿𝗸 𝘄𝗶𝘁𝗵 𝗽𝘂𝗿𝗽𝗼𝘀𝗲. Transitions happen through relationships. Reach out to former clients and colleagues who've made the jump. • 𝗖𝗼𝗻𝗻𝗲𝗰𝘁 𝘄𝗶𝘁𝗵 𝗸𝗲𝘆 𝗹𝗮𝘄 𝗳𝗶𝗿𝗺 𝗽𝗮𝗿𝘁𝗻𝗲𝗿𝘀. Partners representing companies you'd like to join often get the first call when those clients need in-house talent. These relationship partners can be your champions. • 𝗦𝗵𝗮𝗿𝗽𝗲𝗻 𝘆𝗼𝘂𝗿 𝗟𝗶𝗻𝗸𝗲𝗱𝗜𝗻 𝗽𝗿𝗼𝗳𝗶𝗹𝗲. Highlight business impact alongside legal expertise. • 𝗟𝗲𝗮𝗿𝗻 𝗳𝗿𝗼𝗺 𝗶𝗻𝘀𝗶𝗱𝗲𝗿𝘀. A coffee with someone who's already transitioned in-house can reveal more than hours of research. • 𝗝𝗼𝗶𝗻 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗰𝗶𝗿𝗰𝗹𝗲𝘀. Organizations like ACC, ABA, In-House Connect, The L Suite and MCCA are goldmines for connections and knowledge about in-house opportunities. • 𝗠𝗼𝗻𝗶𝘁𝗼𝗿 𝘁𝗮𝗿𝗴𝗲𝘁𝗲𝗱 𝗼𝗽𝗲𝗻𝗶𝗻𝗴𝘀. Track positions on LinkedIn, ACC Jobline, GoInHouse, The L Suite, and Major, Lindsey & Africa's careers page that match your experience. Once inside a corporate legal team, success requires different skills: • 𝗧𝗵𝗶𝗻𝗸 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗳𝗶𝗿𝘀𝘁, 𝗹𝗲𝗴𝗮𝗹 𝘀𝗲𝗰𝗼𝗻𝗱. Connect your advice to company goals and financial impact. • 𝗖𝗼𝗹𝗹𝗮𝗯𝗼𝗿𝗮𝘁𝗲 𝗮𝗰𝗿𝗼𝘀𝘀 𝗯𝗼𝘂𝗻𝗱𝗮𝗿𝗶𝗲𝘀. Your effectiveness depends on influence, not authority. • 𝗕𝗲𝗰𝗼𝗺𝗲 𝗮 𝘁𝗿𝘂𝘀𝘁𝗲𝗱 𝗽𝗮𝗿𝘁𝗻𝗲𝗿. Build relationships beyond the legal department. Collaborate across functions and business lines. • 𝗘𝗺𝗯𝗿𝗮𝗰𝗲 𝗽𝗿𝗮𝗴𝗺𝗮𝘁𝗶𝘀𝗺. Perfect legal solutions often take a backseat to business realities. Focus on impact, not ego. Remember this: The in-house transition demands persistence and humility. You'll trade technical perfection for business influence. For many, that's a worthwhile exchange – but it's not for everyone. What was your turning point when moving in-house? Your experience could be someone's roadmap.

How can you network as a lawyer and law student? (sharing secrets that helped me and my mentees) Most law students (and even lawyers) limit networking to just one or two interactions—maybe a LinkedIn connection request or a short chat at an event. But real networking isn’t transactional; it’s about building long-term, meaningful relationships. Here are a few tried-and-tested strategies to network the right way in the legal profession: 1/ Engage Before You Need Help – Don’t reach out only when you need a referral or advice. Engage consistently with people’s work and insights. 2/ Go Beyond LinkedIn DMs – While LinkedIn is great, take the conversation forward—attend legal events, join discussions, or set up virtual coffee chats. 3/ Give Before You Ask – Share relevant opportunities, offer insights, or simply be a great listener. The best connections are built on mutual value. 4/ Follow Up and Stay in Touch – A single interaction won’t build a relationship. Keep in touch, congratulate them on milestones, and check in periodically. 5/ Leverage Your Work as a Conversation Starter – Write, post, or share industry updates. This makes networking natural and effortless. The best networks aren’t built overnight—they’re nurtured over time. Start today! Would love to hear—what’s one networking lesson that worked for you? 🚀 #lawyers #lawstudents #networking #growth