Developing New Attorneys

In the last entry, I began to discuss my experience taking a first-year associate to a trial advocacy conference put on by DRI Young Lawyers.  One reason I felt this conference was so valuable was the numerous opportunities for socializing with other attendees.  I have found that almost every conference presents this opportunity. She and I attended several organized events, large and small, but we also joined some spontaneous and more casual activities with just a few others from the conference.  This presented a wonderful lesson on networking.  Socializing with friends can be quite different than social networking at a professional event, whether with fellow attorneys, potential clients or current clients.  In my opinion, maintaining a balance of sociability and professional demeanor is best taught by example.  This was a particularly friendly group, and we met dozens of people.  These newfound colleagues may be helpful in getting the first-year involved in the legal community, may serve as referrals in the future, or may become long-lasting friends.  When the need comes to introduce this associate to an existing client, I would be confident in her ability to represent the firm.

In addition to fine-tuning her networking skills, however, I think she genuinely had a fun time.  This is an important point.  When business or client development is associated with fun, pleasant, productive experiences, our associates have been remarkably quick to volunteer.  I have heard from other attorneys (at other firms, of course) that they found the concept of rain-making intimidating and consequently avoided any such tasks.  I like to avoid that term altogether, putting less pressure on obtaining new clients and instead placing emphasis on developing and maintaining current business relationships.  Not all client development tasks are as fun as attending such a conference, but it makes for an appealing introduction to the concept. The associate has thanked me and our managing attorney numerous times for inviting her to this conference, and I will not be surprised when she volunteers to get involved in other client development tasks.  That alone may have made the conference worthwhile.

by Colette Magnetta

In the last entry, I began to discuss my experience taking a first-year associate to a trial advocacy conference put on by DRI Young Lawyers.  One reason I felt this conference was so valuable was the numerous opportunities for socializing with other attendees.  I have found that almost every conference presents this opportunity. Cathy and I attended several organized events, large and small, but we also joined some spontaneous and more casual activities with just a few others from the conference.  This presented a wonderful lesson on networking.  Socializing with friends can be quite different than social networking at a professional event, whether with fellow attorneys, potential clients or current clients.  In my opinion, maintaining a balance of sociability and professional demeanor is best taught by example.  This was a particularly friendly group, and together we met dozens of people. When the need comes to introduce Cathy to an existing client, I would be confident in her ability to represent the firm.  And these newfound colleagues may be helpful in getting Cathy involved in the legal community, may serve as referrals in the future, or may become long-lasting friends.

In addition to fine-tuning her networking skills, however, I think Cathy genuinely had a fun time.  This is an important point.  When business or client development is associated with fun, pleasant, productive experiences, our associates have been remarkably quick to volunteer.  I have heard from other attorneys (at other firms, of course) that they found the concept of rain-making intimidating and consequently avoided any such tasks.  I like to avoid that term altogether, putting less pressure on obtaining new clients and instead placing emphasis on developing and maintaining current business relationships.  Not all client development tasks are as fun as attending such a conference, but it makes for an appealing introduction to the concept. Cathy has thanked me and our managing attorney numerous times for inviting her to this conference, and I will not be surprised when she volunteers to get involved in other client development tasks. That alone may have made the conference worthwhile.