Congratulations on a successful meeting: now what?

• Author: Winn, Brian

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During my prior employment for a litigation services provider in the Southeast, I became very interested in an energy company in Atlanta that had been engaged in protracted, high-stakes litigation. Based on my research, I believed that they would, more than likely, face similar future litigation. In the course of finding a connection point I might have had at the company, I discovered that someone I knew had previously worked in their legal department. My contact put me in touch with one of the decision makers at the company, an attorney in charge of their litigation. Ultimately, after numerous emails, voice messages and other communications that stopped just short of being annoying, I was able to secure a meeting with this attorney and one of his colleagues in the legal department.

From my perspective, it was a successful meeting. I asked the right questions, had the attorneys do most of the talking, focused on the client's needs, took great notes and generally did everything else that makes for a good meeting. After the meeting, however, I was left with the inevitable question: Now what?

Those of us who are involved in pursuing work from clients (i.e., everyone) have often been lulled into thinking that a successful face-to-face meeting is the final step in winning business from prospective clients. In fact, a successful meeting is just the beginning. You can do everything right at the meeting itself, but thoughtful and purposeful post-meeting follow-up can make the difference in winning or losing business. Unfortunately, many attorneys will wait for the phone to ring instead of taking proactive steps to keep the momentum moving in the right direction.

The following practical suggestions can help to keep the relationship and the momentum moving.

A Note of Thanks

As soon as possible, send a note of thanks to the contact(s) for taking time to meet with you. Handwritten notes provide a personal touch and, if you write neatly, they can be very powerful. A typed thank-you letter can also work well, particularly if you recap important points that lead to a follow-up opportunity. An email is okay, but you run the risk of the email getting buried in the dozens, if not hundreds, of other emails your contact might receive. Ultimately, your method of follow up should be dictated by the tone of the meeting and your contact's preferred mode of communication.

Follow Up Quickly with Requested Information

Follow up within one to...