Pieces of Gold: What to Do When You Get a Business Card


Veteran business development advisor Larry Bodine tells lawyers: don’t treat a business card like a scrap of paper. Be intentional about your business development and be meticulous in your record-keeping. By the time you have 4,000 or 5,000 records in your contact list, you’ll be sitting on a hilltop of gold.

As your conversation closes, turn the card over and write the date on the back of the card, where you are, and what you talked about. Make sure to note any follow-up promises you made. You must write this information down, because I assure you you’ll have completely forgotten it by the time to return to the office.

Either you or your assistant must immediately enter the information into your Outlook Contacts list. The most important part is the Notes box: type in what you wrote down on the card. In the future you will be adding information in this box as you learn the contact’s family names, favorite interests, dislikes and avocations.

Your goal now is to develop a relationship, and you need data to do this. The reason rainmakers are successful is that they have more relationships than other lawyers; new business comes in through relationships. The key to a successful business relationship is knowing a lot about the other person.

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DISCLAIMER: Because of the generality of this update, the information provided herein may not be applicable in all situations and should not be acted upon without specific legal advice based on particular situations.

© Larry Bodine, The National Trial Lawyers Association | Attorney Advertising

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