Once you’re in the game, the coach will tell you to keep your head in the game. What does that mean in terms of business development? It means staying informed.
In a community-based practice, that means reading the local newspapers (including the kind that are distributed for free and cover social events and the like). These publications tell us who got married or is getting married, whose parent, or spouse or child died, who is active in philanthropy and lots more.
In an industry-based practice, it means keeping up with listservs, or LinkedIn groups, and reading industry publications and periodicals.
For all clients, it may mean “liking” or befriending them on Facebook or connecting or following them on LinkedIn or Twitter. It is amazing how much (and what) one may learn by regular social media contact. Several lawyers in our firm have attracted new projects directly from social media activity in the past year.