Nonprofit service, referral networks.

Byline: Ellen Keiley

Q. I've been serving on a nonprofit board and haven't seen a return on investment for all the time and effort I put in. Any suggestions on how to gain referrals or client work?

Time well spent?

A. I would suggest getting to know your fellow board members on a deeper level.

Start inviting those you connect with most out to lunch or coffee on an individual basis, talk about what you and your firm do, and be sure to show a lot of curiosity about them.

Avoid being pushy and making it all about you. Just have a casual, enjoyable conversation. Be a connector to them, and offer to be a resource if you can help them in any way.

Often lawyers assume that everyone knows what they do, but they frequently don't. Your fellow board members may know you are a lawyer but nothing beyond that.

Also, if they don't know you well, you probably won't be top of mind if they have a need or hear of a need. If you connect with them on a more personal level and tell them exactly what you do, they will be more likely to connect the dots in the future.

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Q. I want to build my own referral network. How should I go about doing that?

Where to begin?

A. Building a referral network is a great way to develop new client work. Of all the ways to get new client work, referrals are high on the list for lawyers.

To build a referral network, you need to network in general.

Go to professional networking events to meet new people. If you are looking to meet a certain type of professional, such as an accountant or banker, attend events within those industries.

Professional and community involvement is another great way to get to know other professionals. As mentioned, take that involvement to the next level and get to know others on an individual basis in a setting outside the organization.

It is perfectly acceptable to come right out and say, "I am looking to build mutually beneficial referral relationships. I would love a referral if you come across any opportunities, and I am happy to do the same for you."

When making a referral, it is also perfectly acceptable to refer more than one person and give the person a choice.

Trust your judgment when making referrals. If you have any doubt about one's character or expertise, I would suggest finding others to refer. It could reflect poorly on you if they do a bad job.

When you get a referral from someone else, be sure to show gratitude and appreciation. At the very least, thank the person, as they were kind enough...

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