Creating Value in Legal Networking Groups

One of the most underused strategies in business development is bringing people together around a theme. Think about it. Everyone is busy. Everyone gets invited to another reception or cocktail party. Most people say no because they know the value will be surface level. But when you create something intentional, something smaller and more thoughtful, people notice. They make time. A dinner for women GCs in private equity. A roundtable of next generation dealmakers. A conversation between founders and investors who have successfully scaled. These kinds of gatherings give people the chance to connect with peers who understand their challenges. They create space for conversations that don’t happen in a big room. And here’s the part many professionals miss — when you’re the one convening, you’re not just building your own network. You’re helping others expand theirs. You become known as someone who creates opportunities. That’s memorable. It makes people want to stay close to you and your organization because being connected to you means access to something bigger. But it doesn’t end with the event. The real business development happens in what you do afterward. ✔️ If two people hit it off, follow up and connect them directly. ✔️ Share a quick recap of themes from the evening to keep the conversation alive. ✔️ Create touchpoints — an article, a coffee, an invite to the next dinner. ✔️ Build continuity with a series so people look forward to the next one. ✔️ Share high level highlights on LinkedIn to reinforce your role as the connector. Bringing people together in the right way isn’t just about networking. It’s about creating community. And the professionals who do this well strengthen relationships, build influence and grow their business in ways that feel natural. Let me know when you think of this tip and if you will try it! #BusinessDevelopment #ClientDevelopment #Networking #LegalMarketing

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!

Acquaintances don’t become advocates by accident. (Here’s how to make it happen on purpose:) Most professionals meet someone promising. Exchange cards. Maybe grab coffee. Then the relationship stalls. Not because the fit wasn't there. But because they didn't know what to do next. Strong client relationships follow a pattern. And top performers know exactly how to climb it. Here’s the 10-step ladder from acquaintance to advocate: 1. Start With Research → Check for recent hires, launches, or shifts → Skim their LinkedIn posts to spot what they’re proud of 2. Ask About Their Priority → Try “What's keeping you up at night?” → Listen for what they mention second 3. Follow Up With Value → Send one relevant case study within 48 hours → Explain briefly why you thought of them 4. Make a Strategic Introduction → Connect them to someone who solved their problem → Brief both parties before the intro 5. Share Relevant Experience → Pick a story where the solution wasn't obvious → End with the lesson, not the sale 6. Create a Quick Win → Offer a free audit that saves them time → Make it actionable immediately 7. Become a Thought Partner → Schedule monthly strategy conversations → Bring trends and ask their perspective 8. Expand the Network → Ask who else should join the conversation → Invite colleagues to build shared context 9. Deliver an Experience → Send a handwritten note with specific details → Reference something personal they shared 10. Ask for the Partnership → Frame your proposal around their goals → Be clear and ready to hear “not yet” Here’s the truth: Most professionals stop after the first follow-up. ❌ They wait. ❌ Wonder. ❌ Hope. Top performers, on the other hand, keep climbing. The Relationship Ladder isn’t complex. But it does require intention. So—what’s your next step? ♻️Valuable? Repost to help someone in your network. 📌Follow Mo Bunnell for client-growth strategies that don’t feel like selling. P.S. Are you an LMA member looking to grow your legal practice? On October 15, Legal Marketing Association (LMA) is hosting a free session: The Best BD Strategies That Aren't Common In Law (Yet). I’ll join a cross-industry panel to reveal proven BD strategies, and show how to spark growth inside your firm. Register here: https://lnkd.in/ewD7i8T8 

Stop thinking about “networking.” Start thinking about value. At the level we operate, no one delivers value alone. Every great outcome is a team outcome. And every meaningful connection is built around one question: 👉 How can we create more value together? Too often, people approach networking as a transaction: “Who can get me my next job?” But that’s the wrong lens. Instead, here’s a better way to think about it: 🔹 Connect with people who can help you deliver more value. 🔹 Look for ways you can help others deliver more value. 🔹 Make contribution, not extraction, your priority. When we shift our focus from networking to value-building, opportunities stop feeling forced. They become natural byproducts of the impact we create. Because here’s the truth: 💡 The more value we bring to our company, our clients, and our teams, the more likely we are to earn the best next job, promotion, or opportunity. It’s not about collecting contacts. It’s about cultivating collaborations. So the next time we ask, “How do I network?” The answer is simple: Don’t. Focus on delivering value. The rest will follow.

I landed back in Los Angeles after a 4-day legal convention in Vegas and realized something: People are great at networking in the moment, but struggle to follow-up and keep relationships after an event like a major convention. To make sure all of the connections you made are sustained long-term, here's a step-by-step guide to effectively follow up post-convention: 📝 Personalized Note Writing: Always begin with a personalized note. Thank your new contacts for their time and highlight specific topics or moments you shared. A handwritten note can make a deep impression in today's digital world, signaling thoughtfulness and genuine interest. 📲 Organize Contact Details: Compile a database of the addresses, emails, and other contact details you've gathered. Tools like Microsoft Excel or CRM platforms like Salesforce or HubSpot can be great for this. This not only helps with immediate follow-up but aids in long-term relationship management. 🤳🏻 Engage on Social Media:   Connect with your new contacts on platforms like LinkedIn, YouTube, IG, Facebook and TikTok. Engage with their posts to foster online rapport, but ensure your interactions are meaningful. 📩 Newsletters:   If you have a newsletter, consider adding your new contacts to the mailing list (with their consent). This keeps them updated on your activities, insights, and the latest happenings in the legal field. 🔄 Share Your Work: If you've written books, articles, or other publications, share them. It not only positions you as an expert but provides value to your contacts. ✅ Regular Check-ins:   Set reminders to touch base periodically. You could share relevant articles, wish them on holidays, or update them about significant milestones in your career. 👏🏼 Tips and Insights: Offer helpful tips or insights from the convention or from your experience. It’s a non-invasive way to remind them of the value you bring to the table. 🤝 Long-Term Relationship Building Relationships are not about transactions but genuine connections. Ensure your interactions are not always business-focused. Learn about their interests, congratulate them on personal achievements, and be there during challenging times. 📚 Recommend Books: If you've come across insightful books (including ones you've written), recommend them. It's a subtle way to showcase your expertise and share knowledge. 🎉 Events and Reunions: Consider organizing or attending reunion events for convention attendees. It's a way to rekindle connections and stay updated on each other’s progress. Remember: post-convention networking is an art. It requires genuine interest, persistence, and patience. By investing time and effort into nurturing these relationships, you'll not only grow your network but also enrich your professional journey. Remember, it's not about how many contacts you have, but the depth and quality of those connections. #networking #lawyer #success #relationshipbuilding

From a first principles standpoint, business development is about: 1. Meeting people 2. Understanding what they need 3. Conveying what problems you solve 4. Staying visible to them 5. Being helpful to them Action items 4 and 5 are often sticking points for lawyers. Staying visible can feel awkward or self-promotional. But it’s essential—because legal demand is unpredictable. You don’t know when a potential client will face a triggering event (a lawsuit, a deal, a regulatory change). When that moment comes, you want to be top of mind. Being helpful is even more critical. It’s not enough to remind people you exist. You need to consistently add value—to share an idea, resource, or connection that helps them move their business forward. That’s what earns trust. That’s what separates a name in their inbox from someone they’d actually want to call. One of my favorite ways to do this—something I try to do at least once a week—is to introduce people in my network to each other. Why? Because everyone’s trying to grow, and growth is fueled by relationships. If you can be the person who spots opportunities and makes valuable introductions, you become a trusted resource—not just another lawyer. Give it a shot.

Attention lawyers who hate networking: you’re doing it wrong. I know what you’re thinking… But I’m an introvert, I don’t have time for it, and/or I hate selling myself. Look, networking is **the** most effective business development strategy - and necessary for your professional growth (regardless of how senior you are and whether or not you plan to grow your own book). It’s time to fix your approach. Because when you dread or discount networking, you’re more likely to: ⏩ Fumble your words and awkwardly ramble. ⏩ Obsess over what to say (and miss what’s being said). ⏩ Cling to familiar faces (and meet no one new). Here’s how to shift your mindset: #1: Redefine WHY you’re networking. Stop trying to “sell” or “convince” people to hire you (that’s not what networking is for!). Remind yourself that you're there to connect through simple conversations. Your goal is to meet people you find interesting. And when you do, discover how you can help each other (the best relationships are reciprocal). And introverts, listen up: Long-term relationship-building is your superpower. #2: Lead with curiosity. Network to learn, not pitch. Be curious: - About whom you meet and their experiences. - About what you might learn. - About how to help (without an agenda). And don’t overthink “helping” because it can be as simple as: ✅ Asking a thoughtful question. ✅ Making an introduction. ✅ Sharing a useful resource or insight. And guess what? Helping need not always relate to the law, what you do, or business. #3: Go where it makes sense (for YOU). Choose events that feel strategic and comfortable: ⇒ Where someone can introduce you around. ⇒ Smaller rooms if large crowds drain you. ⇒ Where people in your industry show up (& you feel like you belong). And then, follow up to nurture those new connections. Networking isn’t about schmoozing. It’s about showing up as a real human to build relationships that actually matter. XO, Heather P.S. Want more tips for how to succeed in both law and life? Join the Life & Law Success Vault, where you'll get weekly leadership, mindset, and practice management wisdom straight to your inbox plus access to my full vault of resources (leveraging 25+ years of in-the-trenches experience). See the link in my profile at Heather Moulder to join.

The biggest mistake law firm partners make in business development? They wait for the ‘right moment’ instead of engineering opportunity. Here’s what separates the top rainmakers: 1. They don’t network for the sake of networking—they build ecosystems of referrals and influence. 2. They never pitch on the first meeting—they create intrigue by asking the right questions. 3. They follow up with substance, not reminders—sending a ‘Just checking in’ email is a waste; instead, send a valuable insight or connection. The best rainmakers aren’t selling; they’re nurturing and adding value. How are you positioning yourself? #Rainmaking #LawFirmGrowth #LegalBusinessDevelopment