Friday, Feb. 9, 2007 Time: 8:00 a.m. – 10:00 a.m.

JW Marriott – London II room

Attendees will walk away with a better understanding of how to maximize their business development opportunities pertaining to participation in various types of events, whether they are internal (a seminar hosted by the firm) or external (sponsorships, tradeshows, networking events, etc.).

Discussion Outlines:

Discussion of different types of events

• Firm sponsored event
• External event (tradeshow, etc.) – as an exhibitor and/or attendee
• Networking reception/dinner

For each type of event, a mix of the following components will be addressed:

Attending an event as an individual vs. attending an event as part of a group (i.e. with colleagues from your firm)

Pre-event

• New Business Targeting
  • If possible, acquire the attendee list for the event
  • Compile list of potential seminar/event sponsors
  • If multiple attorneys are attending from the same firm, assign certain people to specific client and prospect targets for networking event
  • Go through attendee list and complete a “who knows who” analysis. Identify whether attendee is a client or a prospect
  • Prepare research/talking points on key attendees
  • Prepare post-event mailing/e-mail so it is ready to go immediately after the event

During Event

• Other Business Development
  • For larger events where many attorneys from one firm are involved, a “kick-off” strategic planning meeting for participants
• Interaction with People in the Room
  • How to enter a room with absolute self-confidence
  • Where to stand so that people like you best
  • How to make a fantastic first impression
  • The secrets of a perfect handshake
  • A few easy tips to have great conversations

Post-event

• Business Development Planning
• Post-mortems
  • Post-event reports outlining the successes and intended improvements for future events
  • Track new business resulting from contacts made at the event
• Follow-up
  • Compile spreadsheet of attendees and conduct follow-up with touches
  • Send e-mail thank you to all contacts made at the event
  • If part of a Firm, send a post-event mailing
  • Personal, targeted follow-up communications to all prospects and requests for information

Panelists:

Carly Sproul, Sidley Austin LLP, Chicago, IL

Elise Martin, Young Conaway Stargatt & Taylor, LLP, Wilmington, DE

John Bowers, Saul Ewing, LLP, Philadelphia, PA