How to Network Effectively for Client Development

This post details how we went from having zero contacts at large brands to sourcing partnerships with execs at PolicyGenius, Instacart, SoFi, hims/hers, Ramp, TD Bank and more. I spent the first 10 years of my career on the publisher side, so we had a slight head start there. But when it came to sourcing brand deals, we started from zero. Whether you’re a founder, an SDR, or just trying to invest in your network, these 5 steps will get you there: 1 - Start with what you have. Look through your network for people tangentially related to your target industry. Literally sift through every current contact you have on LinkedIn. Ask them for coffee. Pick their brain. I was learning about the PR industry in parallel with building my network - each meeting helped form our roadmap, while also building a network. People like helping people, but they don’t want to feel used. Be genuinely curious. Do this at least 10 times^. Step outside your comfort zone. If 100% of people say yes, you aren’t asking enough people for coffee. 2 - Parlay into more conversations. Every conversation should end with “who else should I meet with?” If you're charming and your goals are clear, this will lead to new conversations. Follow up (show them you listened), but don’t be a PITA. Networking is a long game, don’t bug them every 3 days. At this stage you are planting seeds, not picking flowers. 3 - Ask for feedback, not sales. No one wants to be sold, but everyone wants to feel like their opinion matters. Don’t lead with “wondering if they’d be interested in our product,” but instead “I want to get their feedback on what we’re doing.” This will make you 10x more likely to land meetings. 4 - Create Content. My posting on LinkedIn has directly led to over 20 deals for Stacker. But they did not come from people sliding into my dms with “hey can we work with you?” It was through connecting with interesting people in the space, them evangelizing what we do, and 2 months later introducing me to someone that they thought could be a client. If you plant enough seeds, some will turn into fruit. Editor’s note - do this yourself. People can tell when you’ve paid someone to write for you, and it’s turning into a huge turn off. I think if I paid an agency to write my content, I’d have twice as many followers, but half as many meaningful deals coming through. 5 - Nurture. Just because a conversation doesn’t end with “wow I should intro you to this potential client” doesn’t mean it won’t be valuable long term. People like to help people that they like. So cultivate relationships, put out into the world what you’re seeking, and trust that its a process. This post is about building a network that will reap deals over the mid to long term. These are not tips for how to close deals next week. Is it frustrating that this takes time? Sure. But I guarantee that if you start today, you’ll be in a much better place a year from now. Building a network is a snowball - gotta start somewhere.

The biggest mistake I made in business development? (And the one I see others make every week…) Asking for the business before I gave any value. ❌ I’d pitch. ❌ I’d present. ❌ I’d try to impress. But it rarely worked, and never felt right. What I finally learned was this: You don’t earn trust by selling. You earn it by giving, long before you ever make an ask. So, if you want to become the kind of advisor clients  seek out… ✅ Start with value.  ✅ Lead with generosity.  ✅ Then let trust do the rest. Here are 8 of my favorite ways to offer value before  asking for business: 1. Make a Strategic Introduction → Connect them to someone helpful. Your network  becomes part of your value. 2. Ask for Their Perspective → Curious questions create more respect than pitch  decks ever will. 3. Send a Thoughtful Surprise → A book, a note, a resource. Relevance shows you’re  paying attention and that matters. 4. Share Tailored Insights → Generic = forgettable. A timely idea, just for them, can  open big doors. 5. Invite Them to Something Exclusive → Roundtables or niche events. Scarcity adds value.  Inclusion builds connection. 6. Host a Problem-Solving Session → Brainstorm a real issue together. Let them experience  your thinking in action. 7. Offer a Mini-Diagnostic → Spot something they didn’t know was broken. It  reframes you from seller to solver. 8. Provide a Sample of Your Service → No pressure. Just a preview. Let them feel the value  before the ask. Here’s the shift: Don’t try to close a deal. Try to open a relationship. Give first.  Then give a little more. And I promise the results will take care of themselves. 👉 Which one will you try this week? ♻️ Valuable? Repost to help someone in your network. 📌 Follow Mo Bunnell for client-growth strategies that don’t feel like selling. Want the full cheat sheet? Sign up here: https://lnkd.in/e3qRVJRf 

Most people don’t have a networking problem. They have a clarity and courage problem. Here’s how my clients build high-powered networks—without begging for coffee chats or feeling fake. 🧠 Start here: 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗰 𝗿𝗲𝗹𝗮𝘁𝗶𝗼𝗻𝘀𝗵𝗶𝗽𝘀 𝗮𝗿𝗲 𝗯𝘂𝗶𝗹𝘁. 𝗡𝗼𝘁 𝗳𝗼𝘂𝗻𝗱. Here’s how: 𝟭. 𝗖𝗹𝗮𝗿𝗶𝘁𝘆 𝗯𝗲𝗮𝘁𝘀 𝗰𝗵𝗮𝗿𝗶𝘀𝗺𝗮 Stop “putting yourself out there.” Start targeting 5-10 people who can actually move the needle on your goals. 𝟮. 𝗦𝘁𝗼𝗽 𝗹𝗲𝗮𝗱𝗶𝗻𝗴 𝘄𝗶𝘁𝗵 𝘆𝗼𝘂𝗿 𝗻𝗲𝗲𝗱𝘀 If your first message includes “pick your brain,” you’ve already lost. No one is waiting around to solve a stranger’s career crisis. 𝟯. 𝗧𝗵𝗶𝗻𝗸 𝗹𝗶𝗸𝗲 𝗮𝗻 𝗶𝗻𝘃𝗲𝘀𝘁𝗼𝗿 Relationships work like capital accounts. You don’t ask for a withdrawal before you’ve made a deposit. 𝟰. 𝗔𝗱𝗱 𝘃𝗮𝗹𝘂𝗲 𝗳𝗶𝗿𝘀𝘁—𝗿𝗲𝗮𝗹 𝘃𝗮𝗹𝘂𝗲 This doesn’t mean fake flattery. Try one of these instead: • Share something relevant to their work • Offer insight they might not have • Help them solve a current challenge • Send something worth 90 seconds of attention 𝟱. 𝗦𝘁𝘂𝗱𝘆 𝗯𝗲𝗳𝗼𝗿𝗲 𝘆𝗼𝘂 𝘀𝗽𝗲𝗮𝗸 Read every line of their LinkedIn. Look at interviews, thought leadership, old roles. Find the patterns. Spot the gaps. Now you’re ready to make contact. 𝟲. 𝗕𝘂𝗶𝗹𝗱 𝗮 𝘃𝗮𝗹𝘂𝗲 𝗮𝗱𝗱 𝗹𝗶𝘀𝘁 Write down 10 ways you could help or engage them. Yes, 10. Not 3. Not 5. Ten. This builds muscle. Clarity. Relevance. 𝟳. 𝗥𝗮𝗻𝗸 𝗮𝗻𝗱 𝗽𝗹𝗮𝗻 Don’t wing it. Rank your ideas by effort vs. potential impact. Start with your top 2. Work the plan. Keep working it. 𝟴. 𝗙𝗼𝗹𝗹𝗼𝘄 𝘁𝗵𝗿𝗼𝘂𝗴𝗵 (𝗹𝗶𝗸𝗲 𝗮 𝗽𝗿𝗼) Reach out with precision. No long intros. No life stories. Offer one clear, relevant point of value. If they don’t bite, try idea #2. Then #3. Most connections take more than one try. That’s not rejection—it’s normal. This is how the game is played at the top. Strategic. Consistent. Relationship-first. And it works. 🧭 Question for you: What’s the biggest blocker between you and building the network you need next? -------------------------------------- ♻ Repost to help your network. ✚ Follow Courtney Intersimone for more tools and tips on executive career and leadership mastery. Showing you how to get invited into the (board)room where it happens....and thrive there! 😎

He wasn’t convinced that being active on LinkedIn would be helpful. 30 days later? Strategic LinkedIn networking brought in 2 new clients (estimated to be worth more than $100k in legal fees). The backstory: ⇒ Litigation partner in a mid-sized law firm. ⇒ Skeptical that LinkedIn could be used to network for business. ⇒ No time for writing or doing traditional “thought leadership”. Despite his doubts, he was willing to give LinkedIn a try. We put a simple strategic LI networking plan together that felt doable for him. Here it is: 1️⃣Identify (& then connect with/follow) 6-10 relevant people. These folks must: ✓ Be active on LinkedIn. ✓ Post about issues relevant to your ideal clients. And no, they don’t need to be competitors or attorneys (but they CAN be - don’t be afraid to follow and engage with those folks!). 2️⃣Set aside 15 minutes per day to review their posts and strategically comment (on any that are relevant to your audience). When commenting, don’t say “great post” or “thanks for sharing”. Instead, add value by: >>> Validating their point with specifics. >>> Adding a new perspective or insight. >>> Asking a question to deepen the discussion. 3️⃣Connect with people you engage with. LinkedIn is a networking tool. Use it that way! Any time someone you aren’t already connected to likes one of your comments or (even better) engages with it, reach out to them to connect. And then, DM them to say “hello” and take the discussion (already started in the comments) further. Yes, that's it. Here’s why this simple formula is so effective: ⏩ It's an easy way to showcase your point of view (and way of lawyering/thinking), which attracts better-fit people into your LI universe. ⏩ It shows your credibility and expertise (in a service-based, non-salesy way). By doing something that takes little time. ⏩ It builds authentic relationships. With people you probably wouldn’t meet in person. Stop thinking of LinkedIn purely as social media. Use it as the networking tool (it actually is). Now, the elephant in the room…Posting your own content. Yes, this will help. But it’s not necessary. If you don’t have the time right now (or are a bit shy about putting your own posts/articles out there), this is a great strategy to lead with. Ready to get started (now)? Do this: 1. Find 1 thought leader in your niche. 2. Make a thoughtful, strategic comment to one of their recent posts. 3. Connect with anyone who likes or engages with your comment. XO, Heather ~~~ P.S. Season 5 of Life & Law podcast is BACK. And this is exactly what we’re covering today. Dive deeper into how to use LinkedIn for networking by listening to Episode 204 (see my Featured Section at Heather Moulder to go directly to the podcast).

One of the most overlooked business development opportunities is also one of the simplest: Show up with something helpful—especially when no one asked you to. Not with a pitch. Not with a sales message. Just with value. This kind of effort is what builds strong, long-term relationships. It’s the follow-up after a matter closes. The check-in that isn’t tied to a new engagement. The introduction between two people in your network who should know each other. The upside isn’t always immediate or obvious. But that’s exactly why it works. Clients and contacts remember the lawyers who bring value consistently, not just when there’s a deal to close or a bill to send. They remember who paid attention. Who thought of them. Who helped without being asked. And lawyers are uniquely well-positioned to do this kind of thing. You’re in the flow of information. You see developments across industries. You’re connected to smart people in different spaces. You sit at a vantage point where you know things others don’t—and you often know who would find those things useful. That gives you a wide range of ways to "show up": - Share a relevant article with a brief “thought this might be helpful” note. - Flag a regulatory update you know your client hasn’t seen yet. - Make an intro between two people who share a challenge or a market. - Connect your client with a potential customer or client. - Offer a quick thought on something you saw in their industry that could affect them. None of these actions takes long. But they signal something powerful: I’m thinking about you. I want to help, even when I’m not being paid to. And that signal helps build strong relationship equity. Over time, these small moments add up. They build trust, credibility, and keep you top of mind when opportunity strikes Here's the strategy in a nutshell: - Be generous with what you know. - Be helpful when you don’t have to be. - And keep showing up—even when there’s nothing “in it” for you. Pick one contact today. Ask yourself, "How can I help this person?" Then do it. Let me know how it goes!

In my early career, I thought networking was all about building as many connections as possible. But I quickly learned that effective networking isn't about the quantity of your connections—it's about the quality. Throughout my career, the connections that have truly made a difference weren’t the ones where I just asked for help—they were the ones where I made it easy for others to want to help me. If you want to make others genuinely want to help you, it’s crucial to move beyond simply asking for favors. Instead, focus on creating value and building relationships where both parties benefit. So, how can you do the same? Here are four tactical tips to help you network effectively: ✅ Do Your Homework Before reaching out, research the person or company you’re interested in. Understand their work, challenges, and how you can add value. For instance, instead of asking a connection for job leads, do your own research first. Identify specific roles and companies you’re targeting, and then ask if they can help with an introduction. This approach shows initiative and respect for their time. ✅ Be Specific in Your Ask Whether you’re asking for an introduction, advice, or a referral, be clear and concise about what you need. For example, instead of asking, “Do you know anyone hiring?” say, “I noticed [Company Name] is looking for a [Role]. Would you be open to introducing me to [Person]? I’m happy to send you my resume and a brief write-up you can pass along, too.” This shows that you’ve taken the initiative and makes it easier for your contact to say yes. ✅ Offer Mutual Value When requesting a meeting or advice, frame it as a two-way conversation. Instead of saying, “Can I pick your brain?” try something like, “I’d love to exchange ideas on [specific topic] and share some strategies that have worked for me.” This not only makes your request more compelling but also positions you as someone who brings value to the table. ✅ Follow Up with Gratitude After someone has helped you, don’t just say thank you and disappear. Keep them in the loop on how their help made an impact. Whether you got the job, secured the meeting, or just had a great conversation, let them know. This closes the loop and makes them more inclined to help you in the future. Your network is one of your greatest assets—nurture it well, and it will be there for you when you need it most. What’s one networking tip that’s helped you build stronger connections? *** 📧 Want more tips like these? Join Career Bites - free weekly bite-sized tips to supercharge your career in 3 minutes or less: lorraineklee.com/subscribe 📖 You can also get behind-the-scenes stories, updates, and special gifts for my upcoming book Unforgettable Presence: lorraineklee.com/book

Business development can feel overwhelming. I know a lot of people who don’t do anything because they think it’s going to take too much time or they don’t know where to start. The truth is it doesn’t have to be complicated. Fall is the perfect time to take small steps that keep you visible and connected before the year ends. Here are 20 things you can do this season to move your business development forward: Strengthen Relationships ✔️ Look through your calendar and follow up with three people you met once but never kept up with. ✔️ Send a handwritten note to a client or colleague — it stands out more than email. ✔️ Reconnect with three people in your network who left your firm or company. ✔️ Reach out to a mentor or former boss and update them on what you’re doing now. ✔️ Invite a junior contact to coffee — future decision makers often start here. Increase Visibility ✔️ Comment thoughtfully on three LinkedIn posts each day from people you want to stay close to. ✔️ Record a two-minute video sharing an insight or answering a question you often hear. ✔️ Share a client success story (with permission) to show the impact of your work. ✔️ Write a LinkedIn recommendation for someone in your network without being asked. ✔️ Share a behind-the-scenes look at your work process to make your expertise relatable. Leverage Content ✔️ Post an article or podcast link to a client with a note on why it made you think of them. ✔️ Share a client alert or industry update with your own commentary added. ✔️ Review upcoming conferences and pitch yourself for a panel or breakout session. ✔️ Offer to guest on a podcast or webinar where your target audience is listening. ✔️ Reach out to an industry journalist or editor with an idea they might quote you on. Build a System ✔️ Audit your LinkedIn “About” section and make sure it reflects who you are today. ✔️ Make a list of your five happiest clients and brainstorm ways to deepen each relationship. ✔️ Check alumni databases for new connections you haven’t tapped into yet. ✔️ Block one recurring weekly slot on your calendar dedicated to relationship building. ✔️ Pick two stalled opportunities in your pipeline and re-engage them. Business development doesn’t have to be complicated. The real mistake is doing nothing at all. Pick a few of these and commit to them this fall — you’ll be surprised how much progress you can make. Which of these ideas are you going to try? Let me know below! #BusinessDevelopment #LegalMarketing #MarketingTips #LinkedIn

Recently, I've had 40+ conversations with founders, investors, and partners - here's what I learned about building a powerful network. I remember attending a national training at KPMG with thousands of professionals from across the U.S. They asked each team: "What's the most valuable thing you'll get out of this event?" We submitted "Networking will be the most valuable thing we get out of this event." I was shocked when they called out our answer as the winner across all teams. It took me years to really understand this. When I launched Mighty Digits, my first 2 customers came from within my network, giving me freedom to build while securing income. Some of my largest customers came from relationships with VC firms who trusted us with their portfolio companies. As the saying goes: "It's not what you know, it's who you know." To me, it's both - but if I had to choose one, it would be the people in my network. A good network naturally raises your IQ and yields 10x dividends. ➡️ IDENTIFY WHO YOU WANT TO NETWORK WITH Everyone wants to connect with their ideal customer, but don't stop there. Connect with other service providers who serve your target audience but aren't competitive - alternate services or same service in different regions. My favorite people to connect with are investors, since there's strong correlation between investing in a company and wanting confident financial records. Start by making a list of the most ideal people to network with and work backwards. Avoid focusing only on customers to sell to. ➡️ HOW TO CONNECT WITH YOUR TARGET AUDIENCE "Ask for money and get advice, ask for advice, get money twice." Your goal with networking is NOT to sell anything. Your goal is to provide value and establish relationships. Sales come naturally as relationships are nurtured. Four ways to connect: — Reach out for warm intros through mutual connections — Send targeted cold emails that are relevant and personalized — Host events that allow them to expand their network too — Attend events and approach people in groups or standing alone ➡️ THE FOLLOW-UP FRAMEWORK This is the most important part. After connecting: — Send follow-up email with thanks and conversation recap — Find ways to offer value first - referrals, advice, resources — Keep in touch quarterly to see how you can be of service — Treat your A-list players with appreciation - gifts, meals, personal thanks === Networking is a long-term play. Relationships take time to build, and many may not go anywhere. But for those that do, you can build an entire business on them. What's been your experience with networking? Do you have any tips for building powerful relationships? Share your thoughts below 👇