Law Firms Push Attorneys to Network—But Then What?

Although I see law firms investing a lot of time and money in networking training to help attorneys grow their professional circles, very few firms consider the fact that most of their attorneys are failing to turn those connections into real opportunities. To be honest, you aren’t creating much value by merely expanding your network – you got to engage it to squeeze the real value out.

You can find below five common ways lawyers neglect their networks and some tips on what they should do instead.

1. Meeting People but Never Following Up

The Problem: Are you collecting business cards but never sending a follow-up message? What do you expect will happen with such a superficial relationship?

The Solution: Why not send a brief email or LinkedIn message, providing some value related to your conversation and suggesting a low-pressure next step. For example, you can share an interesting article and propose a quick coffee to follow up.

2. Only Reaching Out When They Need Something

The Problem: Some lawyers neglect their contacts until they need a referral or an introduction, making their outreach feel transactional and self-serving.

The Fix: You can stay on your contacts’ radar by periodically (e.g. every 4 months) sharing useful insights, inviting them to firm events, or simply checking in to ask how things are going.

3. Failing to Leverage Existing Relationships for Introductions

The Problem: Lawyers often assume that if a contact has a referral opportunity for them, they’ll reach out—so they never actually ask for introductions to potential clients.

The Fix: Why not earn the right to ask for introductions by first actively trying to help them make valuable connections in your own network? With this approach, they will be more motivated to reciprocate and help connect you with potential clients.

4. Keeping Connections Too Superficial

The Problem: Lawyers often meet great contacts but never move past polite small talk, failing to establish deeper professional trust.

The Fix: Engage contacts in meaningful discussions—ask about their biggest challenges, share your own, and look for ways to add value, whether through advice, introductions, or collaboration.

5. Not Tracking or Organizing Their Network

The Problem: Many attorneys have no system for managing contacts, so they forget who they met, what they discussed, and when they last spoke.

The Fix: Use a simple CRM, spreadsheet, or even a notes app to track contacts, jot down key details, and set reminders for periodic follow-ups.