10 Steps to Successful Hunting in Packs

Lawyers often call on potential clients in groups. Not only because there's "safety in numbers," but because when you're trying to put your best foot forward, sometimes you need more than two. And to keep from tripping each other up, writes Gerry Riskin in Hunting In Packs: Group Meetings With Prospective Clients, there are certain steps you must follow to maximize the effectiveness of your meeting:

“Smalltalk should not be generic, but rather should be customized to your hosts. Avoid complimenting the artwork. It might look amazing to you, but the people you are talking to might not have been on the selection committee and they might hate it. Instead, ask a smart question that only thorough advance research on your part, about the corporation and the individuals you are meeting, allows you to ask.”

Read the post, then print out a copy of Riskin's ten rules to have on hand as your team prepares for the next meeting. You’ll be glad you did.