With the countdown to the big legal conference underway, the stakes are high and the players are as sharp as their suits. This scenario might trigger a familiar flutter of uncertainty. However, it is the perfect time to channel your inner coach and draft a playbook for navigating the networking field at the conference. After practicing at litigation consulting firms for over 20 years, I learned the value of such a strategy, which led to the creation of Sage Ivy. This company is dedicated to coaching attorneys on practice development, especially partners.
While law schools do a great job teaching us to become great lawyers, they often overlook how to acquire and keep clients. Hence, before attending a conference, make sure to draft “The Playbook Strategy” – to transform those nervous jitters into a confident strut. This method is akin to a coach’s pep talk before the big game, where strategy meets swagger.
The first step in crafting your offensive strategy is knowing the field. You should approach the conference with a well-crafted offensive strategy, which includes making calculated moves that set you up for success. Based on past experiences, it is clear that while preparation is key, the ability to improvise can turn an unforeseen situation into an opportunity for growth and learning.
Research is an essential part of your pre-game study. You need to identify the key players attending the conference; including industry leaders, and rising stars, and you must have knowledge of their background, recent achievements, and possible areas of common interest. The more detailed your research, the better prepared you are to engage; LinkedIn can be an indispensable tool in this regard.
Six key steps for effective research stand out: Identities of industry leaders and rising stars should be identified, backgrounds and achievements of these individuals should be examined deeply, common ground should be sought, tailored open-ended questions should be crafted, LinkedIn should be used as a strategic tool, and a physical playbook should be made that documents your research and questions on the key players.
Your playbook, based on these meticulous researches, should brim with personalized questions that set you up to confidently take the field at the conference. Bear in mind that networking isn’t just about planned plays, it also requires agility to adapt in real-time.
Future articles will delve into the subject of bolstering your digital presence and laying the groundwork for key face-to-face interactions. The ultimate aim is to empower attorneys with innovative practice development strategies to turn relationships into revenue.
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