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A-HARMONY

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					    A-HARMONY
Presented by: Adam S. Doner
                      GOAL
   To arrange lunches with local practicing
    attorneys, specializing in different areas of
    practice and matching them up by their
    commonalities. Thus, creating a web of referrals
    back to you and your firm.
                             TARGET
   New and existing members of your State’s Bar.

   WHY- New members of the Bar and Solo Practitioners are easy targets
    because they are just coming out of law school, starting their own practice
    and eager to network.

   WHY- Solo practicing attorneys either can’t handle the larger cases, don’t
    have the expertise in personal injury/wrongful death, or would prefer to
    receive the referral fee rather than incur large out of pocket expenses.

   Larger law firms with new attorneys, especially those who are relocating
    from another State will need to network for client and case referrals.

   Arrange breakfast, lunch or dinner between your new found contact and
    another contact continuing the web of referrals back to you.

   WHY- By taking a personal approach you are helping them grow their
    networking sphere and you are establishing the potential for a long-term
    professional relationship.
                            STRATEGY
   Locate attorney ads in the newspaper, legal publications, announcement cards, and/or press
    releases featuring solo practitioners, new attorneys joining a firm and set them up on a welcome
    lunch.

   Become friends with your referral sources, so they remember your lawyers name and law firm
    when the time comes for them to refer you a case.

   Match your attorneys up with other attorneys that have the same or similar interests and
    backgrounds. (i.e. law school, undergrad, age, kids, hobbies, hometown, years in practice, etc.)

   Visit your official State Bar website and enter their name and get their contact information. (i.e.
    www.FloridaBar.org) See Illustration.

   For more detailed information on a particular attorney Google their name and research their bio
    information. Try and locate a photo, if any, and get as much information about them as possible,
    so you can pair your attorney with a suitable professional match.

   Arrange breakfast, lunch or dinner for that attorney at a mutually convenient restaurant.
    (Remember to use your personal or firm’s club membership as this makes more of an impression
    than just taking them to a restaurant.)

   Instruct the new lawyer/contact on how to maximize their business, how to get the call and
    ultimately receive the referral fee.
            STRATEGY (Continued)
   Follow up your meeting with a personalized letter welcoming them to the community and include
    a small gift. (See illustration)

    (Example: An engraved letter opener fits nicely into a letter size envelope and can be cost
    effective. This is something that can be kept on their desks to remember you by.)

   Follow up with scheduled lunches every 3-4 months to discuss new business and keep up your
    networking.

   Host a networking dinner party to introduce your contacts to each other.

   Keep a list of your contacts handy to refer to for referral sources and to invite them to play golf
    or attend social functions as your guest.

   Create multiple networking webs throughout your geographical area. (See Illustration) (Large
    county (2-3) networking webs)

   Create a monthly e-newsletter and send to your networking web.
                                                                     YOU




                                                                                                                                    GENERAL
 FAMILY LAW          IMMIGRATION           WORKERS COMP             PROBATE             REAL ESTATE             CRIMINAL
                                                                                                                                    PRACTICE




ALL THEIR CLIENTS,    ALL THEIR CLIENTS,    ALL THEIR CLIENTS,    ALL THEIR CLIENTS,    ALL THEIR CLIENTS,   ALL THEIR CLIENTS,   ALL THEIR CLIENTS,
FRIENDS & VENDORS    FRIENDS & VENDORS     FRIENDS & VENDORS     FRIENDS & VENDORS     FRIENDS & VENDORS     FRIENDS & VENDORS    FRIENDS & VENDORS




                                                                      YOU
                                                      SAMPLE
                                                   Firm Tracking

       NAME                                  FIRM NAME                                SCHOOL         YEAR   ATTORNEY         #
Helen S. Bennett      Sole Practitioner Boca Raton (Immigration)                     St. Thomas      2005     Adam      561-393-7037   Set

Luciana Dias          Assoc. w/ FL Rural Legal Services in WPB                       Univ. of FL     1992    Scott F.   820-8902 x18

Katherine Flores      Associate in Boca PSB1031 Corp                                 Univ. of FL     2001    Scott F.   561-703-3337

Jonathan Galler       Assoc in Proskauer Rose LLP in Boca (Appellate/Crim)           U Penn          2003    Dan W.     561-995-4733

How ard S. Grossman   Partner in How ard S. Grossman, P.A. Boca(Wcomp)               Univ. Miami     1984     Adam      561-368-8048   Set

Clay S. Harrow        Sole Practitioner in Palm Beach Gardens (Real Prop/Tax)        Brooklyn        1986    Dan W.     630-4321

Kelly L. Kesner       Sole Prac in Boynton Beach (Hightow er & Partners) Civil Lit   Georgia State   2003    Scott D.   833-2022       Calling me back

Karmen Kiviroglu      Partner in Lemoine & Kiviroglu-WPB (Criminal)                  Nova SE         2004     Adam      833-9090
                       SAMPLE
                Follow-up Letter w/ Gift
   DATE

   ADDRESS

   Dear __________:

   Congratulations on becoming a member of the Palm Beach County Bar Association.
    Relationships are important in this business and I look forward to developing one
    with you. Thank you for taking the time to meet with me to discuss future referrals
    and I look forward to the opportunity to assist with your practice in any way I can.

   Enclosed, please find a gift from us as a token to your success in the community. We
    wish you great success.

   Very truly yours,


   Attorney Signature

				
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