Beyond Small Talk: How Law Firm Leaders Can Build Meaningful Connections at Events

Posted by

Kate Harry Shipham

Posted on

Mar 5, 2025

Networking events are an essential part of business development and relationship-building in the legal industry. However, too often, these events devolve into a sea of forgettable introductions, surface-level pleasantries, and repetitive small talk that leads nowhere. With the LMA National Conference coming up next month, now is the perfect time for law firm leaders to rethink their approach to networking.

Attending an event isn’t just about collecting business cards or making an appearance—it’s about forging real, valuable connections that can lead to strategic opportunities, referrals, and long-term partnerships. Taking a more intentional approach to conversations at industry gatherings like LMA can set the stage for relationships that extend far beyond the event itself.

So how can law firm leaders go beyond the typical handshake-and-exchange-of-pleasantries routine? The answer lies in unconventional networking strategies that foster deeper, more memorable interactions. Here are some unique approaches to turn small talk into meaningful professional relationships at your next event.

1. Ask Unexpected Questions That Spark Real Conversation

Most networking conversations begin with predictable openers:

"What do you do?" or "Which firm are you with?"

While these are necessary introductions, they rarely lead to memorable discussions. Instead, consider asking unexpected questions that encourage thoughtful responses and create a more engaging dialogue.

Try:

"What’s the most interesting initiative or project you’ve worked on recently?"
"What’s one professional challenge you’re trying to solve right now?"
"What’s a trend in the legal industry that excites you—or concerns you?"

These questions encourage storytelling, insights, and deeper discussion—allowing you to uncover common interests and potential collaboration points much faster.

2. Be the Connector—Even If It’s Not About You

True leaders in networking aren’t just focused on what they can gain—they’re facilitators who create value for others. One of the most effective ways to build credibility and strengthen relationships is by introducing people who should know each other, even if it has no immediate benefit to you.

If someone you meet shares a particular business challenge, think about whether you know someone who could help and say, “I know someone you should meet. Let me introduce you.” This positions you as a valuable resource and trusted connector, making people more likely to reciprocate and remember you.

The best networkers don’t just collect contacts; they create networks.

3. Engage in Micro-Gatherings Instead of Working the Entire Room

Many law firm leaders feel the pressure to “work the room,” bouncing from one conversation to another in an effort to maximize touchpoints. However, the most meaningful connections are often made in smaller, more focused discussions rather than quick, transactional interactions.

Instead of spreading yourself thin, consider:

Finding a small group conversation where you can engage in deeper dialogue rather than surface-level intros.
Hosting an impromptu dinner or drinks gathering after an event with a few select people you genuinely connected with.
Inviting a few professionals you admire to a private breakfast or coffee chat in a quieter setting on one of the mornings before the conference kicks off for the day.

By curating smaller, more intentional conversations, you create stronger bonds and set the foundation for long-term professional relationships.

4. Flip the Script—Offer Instead of Ask

Traditional networking often revolves around what you need or what you’re looking for. Instead, take a leadership approach by asking, "How can I support you?"

This can take many forms:

Offering insights or industry knowledge relevant to a challenge they mentioned.
Sharing your perspective on a topic they’re exploring.
Connecting them with a resource, client, or introduction that could benefit them.

People remember those who provide value without an immediate expectation of return. It builds goodwill, reciprocity, and trust—the cornerstones of strong professional relationships.

5. Find a Signature Conversation Topic That Differentiates You

One of the biggest challenges in networking is being memorable. Law firm leaders often attend events filled with other legal professionals, many of whom share similar expertise. The key is to stand out—not just through what you do, but how you engage in conversation.

Consider developing a signature topic that becomes part of your networking identity—something that sparks curiosity and makes people want to continue the conversation.

Examples might include:

A unique legal industry insight you’ve been researching.
A cross-industry trend that law firms aren’t thinking about yet.
A personal passion that connects back to your work (e.g., legal innovation, mentoring young professionals, legal tech advancements).

When you bring something fresh to the conversation, people will associate you with thought leadership and engaging dialogue, rather than just another name on a business card.

6. Make Follow-Ups Personal, Not Generic

One of the biggest missed opportunities in networking is failing to follow up effectively. Sending a generic LinkedIn request or a vague email that says, “Great to meet you!” does little to build a lasting connection.

Instead, craft a follow-up message with a personal touch:

Reference a specific point from your conversation: “I really enjoyed our discussion about AI’s role in legal marketing—I’d love to continue that over coffee.”
Share a relevant article, event, or book based on your discussion: “You mentioned you were exploring DEI initiatives—here’s a report I found insightful.”
Suggest a next step that keeps the conversation going: “Would love to introduce you to [Name]—I think you’d have a lot to discuss on this topic.”

Networking doesn’t end when the event does—the real relationship-building happens in the follow-up.

Our Final Thoughts

For law firm leaders, networking should be about quality over quantity—building real, valuable connections rather than simply exchanging business cards. The most effective leaders go beyond small talk by asking better questions, facilitating connections, engaging in deeper discussions, providing value, and following up with purpose.

When approached strategically, networking events become less about transactional conversations and more about building long-term professional relationships that drive both individual and firm success.

At your next event, challenge yourself to go beyond the usual introductions and engage with intention, authenticity, and generosity. It’s not just about who you meet—it’s about how you make them remember you.