- I target specific lawyers to accompany me to external meetings with professionals in my business network. It could be an event committee meeting, a catch-up lunch, etc. At the meeting I make certain to talk about the lawyer I am with, make introductions, and then encourage the lawyer to schedule their own one-on-one meeting where appropriate.
- I help the lawyers target specific business associations and events for them to attend. If needed I will accompany them on their excursions. After an outing we will discuss individuals met and target someone for a follow-up one-to-one.
- Encourage your more active rainmakers to include an additional lawyer in their business development activities. They do not need to swing them any business, just give them a chance to be out there and find some of their own.
- Revue their Outlook contacts (friends, business contacts, service providers) and discuss any potential opportunities for networking they might have overlooked.
Next: Meeting Number 3 and Beyond