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Making Your Network Work
Ask any attorney in a specialized practice area to identify their most effective sources of new business, and you'll probably hear “referrals from other lawyers” listed as one of the best ways of meeting profitable new clients.
One increasingly popular method of generating referrals from lawyers in other geographic areas is to participate in a law firm network or association. Some of the larger networks include: Lex Mundi, ALFA International, Meritas, Interlaw, Interlex Group and TerraLex.
Network activities designed to facilitate cross-referrals between member firms include: developing networking events for member firms and their clients; distributing attorney biographical information; and, in some cases, marketing the network and member firms to prospective clients. Most of the larger networks feature multiple practice area committees, while others, such as the National Employers Counsel Network, limit membership to attorneys in specific practice areas.
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