By Edward Gelb, ALM
Aurora Legal Marketing and Consulting
Networking at legal events can feel like a high-stakes performance. You’re surrounded by accomplished attorneys, potential clients, and future colleagues—all while balancing a drink and trying to appear both approachable and professional. Yet, effective networking remains one of the most powerful tools for career advancement in the legal profession. Whether you’re a law student, a junior associate, or a seasoned partner, mastering networking techniques can open doors to opportunities, referrals, and lasting professional relationships.
Preparation: The Foundation of Successful Networking
The most effective networkers understand that success begins long before they walk through the event doors. Research the attendee list if available, and identify specific individuals you’d like to meet. Look up their recent cases, publications, or speaking engagements. This preparation allows you to initiate conversations with genuine interest rather than generic small talk.
Set realistic goals for each event. Rather than attempting to collect fifty business cards, focus on having three to five meaningful conversations. Quality always trumps quantity in legal networking. Your objective shouldn’t be to meet everyone in the room, but to forge authentic connections with people whose practice areas, interests, or career trajectories align with your own professional goals.
Prepare your introduction carefully. Develop a concise, compelling answer to “What do you do?” that goes beyond your title. Instead of simply stating “I’m a corporate associate,” try “I help tech startups navigate complex securities regulations during funding rounds.” This approach sparks curiosity and creates natural conversation pathways.
The Art of Authentic Conversation
When you approach someone at a legal event, remember that genuine curiosity is your greatest asset. Ask thoughtful questions about their work, recent developments in their practice area, or their perspective on industry trends. Active listening distinguishes memorable networkers from forgettable ones. Resist the urge to interrupt or immediately pivot the conversation back to yourself.
Effective networkers practice the 70-30 rule: listen 70 percent of the time and talk 30 percent. When you do speak, share relevant experiences or insights that add value to the conversation. If someone mentions they’re working on employment discrimination cases, and you recently attended a seminar on emerging workplace harassment trends, that’s valuable information to share. The key is reciprocity—networking thrives when both parties leave feeling they’ve gained something worthwhile.
Body language speaks volumes in professional settings. Maintain comfortable eye contact, offer a firm handshake, and position your body to show engagement. Put your phone away completely. Nothing signals disinterest more clearly than checking notifications during a conversation. If you’re holding a drink, keep it in your left hand so your right hand remains free and dry for handshakes.
Navigating Different Networking Scenarios
Legal events come in various formats, each requiring slightly different approaches. At large conferences, position yourself strategically near registration tables, coffee stations, or session exits where people naturally congregate and are more open to conversation. At smaller firm gatherings or bar association meetings, be prepared for longer, more substantive discussions.
When you find yourself stuck in an unproductive conversation, exit gracefully. Phrases like “I don’t want to monopolize your time—I’m sure there are others you’d like to connect with” or “I’m going to circulate a bit, but it was wonderful learning about your practice” allow you to move on without awkwardness. Always conclude by offering to introduce them to someone else at the event if appropriate.
Don’t underestimate the power of group conversations. Approaching a small circle of people can be less intimidating than approaching individuals, and it demonstrates confidence. Wait for a natural pause, make eye contact with the group, and introduce yourself. Contributing thoughtful comments rather than dominating the conversation helps you integrate smoothly.
The Critical Follow-Up
The networking process doesn’t end when the event does. The follow-up separates those who build lasting professional relationships from those who simply collect business cards. Within 24 to 48 hours, send personalized emails to the people you connected with. Reference specific topics you discussed to jog their memory and demonstrate that your interest was genuine.
Your follow-up should include a clear value proposition or call to action. If you discussed an article relevant to their work, attach it. If you mentioned a potential collaboration, suggest a specific next step. If you simply enjoyed the conversation, propose meeting for coffee to continue the discussion. Be specific rather than vague—”Would you be available for coffee next Tuesday or Thursday morning?” yields better results than “Let’s get together sometime.”
Connect on LinkedIn, but personalize your connection request by mentioning where you met and what you discussed. This small detail significantly increases acceptance rates and sets the stage for ongoing professional engagement. Share relevant articles, comment thoughtfully on their posts, and maintain visibility without being intrusive.
Becoming a Connector Yourself
The most successful legal networkers don’t just take—they give. When you can introduce two people who would benefit from knowing each other, make that connection. Developing a reputation as someone who facilitates valuable relationships makes others more inclined to invest in connecting with you. Share opportunities, recommend colleagues for speaking engagements, and celebrate others’ successes publicly.
Consider networking as a long-term investment rather than a transactional exchange. Some connections may not bear fruit for years, and that’s perfectly normal. The associate you meet at a bar association event today might become the partner who refers a significant client to you five years from now.
Effective networking at legal events requires preparation, authenticity, and consistent follow-through. By approaching each event with clear goals, engaging in genuine conversations, and maintaining relationships beyond the initial meeting, you transform networking from an uncomfortable obligation into a powerful career-building tool. Remember that behind every business card is a person with their own goals, challenges, and stories. When you approach networking with curiosity, generosity, and professionalism, you don’t just expand your contact list—you build a robust professional community that supports your success throughout your legal career.
Edward Gelb, CEO/President of Aurora Legal Marketing and Consulting (ALM), authored this article.
As the driving force behind Aurora Legal Marketing and Consulting, Mr. Edward Gelb is committed to transforming lawyers into leaders by employing proven, time-tested marketing and business-building techniques. His innovative approach integrates cutting-edge digital strategies with a profound understanding of the legal industry, enabling law firms to expand their client base and influence significantly.
Mr. Gelb’s expertise encompasses various facets of online marketing, including search engine optimization (SEO), social media management, and custom digital marketing strategies tailored specifically for legal professionals. His primary goal is to elevate law firms and legal practitioners in the digital space, helping them distinguish themselves in a competitive market.
In addition to his professional accomplishments, Mr. Gelb is pursuing a Doctorate in Organizational Leadership, further enhancing his ability to guide law firms toward sustainable growth and leadership. He also holds a master’s degree from Harvard University and a BA in Communications/Journalism from the University of Vermont.
For attorneys seeking to revolutionize their practice and establish themselves as industry leaders, Edward Gelb can be contacted at Ed@AuroraLegalMarketing.com.
To learn more about his marketing firm, visit Aurora Legal Marketing at https://AuroraLegalMarketing.com.
