My friend Brian Tannebaum wrote a book called The Practice. You should read it. The Practice is the most relevant book about growing a law practice since Jay Foonberg‘s “How to Start and Grow a Law Practice.” The two books should really go hand in hand. Foonberg’s is about starting a practice, Brian’s book is about sustaining one. One of the key concepts Tannebaum stresses is the importance of relationships.
That said, I generally avoid anything called a “networking event” like the plague. Why? It’s a waste of time. You walk up to random people, have a two second conversation, and exchange cards. A few days later, I reach into my pocket, find a card, and think to myself “Who is this person again?” Then I throw it out.
They’re also not all that fun. Nothing is more annoying than the guy who approaches me and says “Hi, I’m John. I handle DUIs. If you get any DUI work in, I’d be happy to handle them for you, and pay you a referral fee! Check out my website!”
I think to myself, “I’ve never seen you in a courtroom, or any of your work. Why would I tell my friends, family, and clients to hire you? Because you asked me to, and have a cool card on heavy stock? Not gonna happen.”
I’d rather go to Crossfit. Even if I don’t get any business from it that day, at least I got a good workout.