Identify people to contact

Cultivating relationships is central to business development. After all, whether you represent individuals or the largest corporations, it’s people who will retain you, and it’s people who will decide how effective your work is.

Have you ever felt like you need to bring some new people into your network but not known where to find them? Consider relationships you already have that could be revitalized and developed. Although results are never guaranteed, it’s often easier to start with someone you know and to work on taking that relationship to a deeper level than to find the right place to meet the right person and then grow the relationship.

Try this exercise to identify a handful of people you should contact today…

  1. Think of three of your professional or social circles. These could include your law school classmates, former colleagues, former clients, other parents at your child’s school, members of your running club, etc.
  2. List three people in each of those circles. Think about the people in each circle who have some connection to your area of practice. Preferably, your list will include people you know well enough to call and have a conversation. Closer connections are better (especially potential clients or referral sources), but don’t agonize to find the “perfect” contact to include on your list. If you can list more than three, even better… Just don’t call your exercise complete until you’ve listed a minimum of three people in each circle.
  3. Identify the one person in each circle who seems to have the most potential, and reach out to those people as soon as you can, in the most personal way you can. An in-person visit is better than a phone call, a phone call is better than an email, and an email is acceptable but not ideal. Your opening can be as simple as saying that you were just thinking about them, and you wondered how they’re doing. Friendly catch-up conversations that touch on business can lead to some interesting opportunities. Before you reach out, think about what you’d like to get across (are you looking to speak more often? have you recently changed firms?) and during the conversation, be on the lookout for how you can help your contact.

Use this approach once a quarter or whenever your contact list could use an infusion. The key is that you’re renewing relationships, not trolling for business. If you’re desperate for new work, this is not the right approach for you. This is an opportunity to invest in strategically-selected relationships, which will likely pay off somehow, sometime, with no certainty about when or how that will happen.

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