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Mastering the follow through

Thursday, August 27, 2015 @ 8:00 PM | By Grant Cameron

Networking events are ideal places for lawyers to rub shoulders with potential clients, develop leads — and perhaps hand out some of those business cards that have been gathering dust.

But what happens after a meet-and-greet? How do lawyers go about re-connecting with those potential clients, build a relationship with them and, in the end, bring them on board?

Being too passive — or too aggressive — won’t help. The approach has to be just right.

“There’s no foolproof way to do it,” says Suzana Popovic-Montag,...