​I recently spoke with a client, Amy, who landed a large matter that she was excited about. Her new client, Susan, was someone who checked all the boxes – a seasoned buyer, someone who understood the value-add that Amy and her team brought to the table, and a client with ample budget for the work.

To top that, the work fit into Amy’s niche. It was work that aligned with her core strengths and interests.

I asked Amy how she originally met this client. She had to think a minute because it had been a couple of years since her first contact with Susan. She met her at one of her daughter’s soccer matches.

Over time, and several subsequent soccer games, Amy learned that they had more in common than just chauffeuring their kids to various sporting events. Susan liked to hike with her dog, and enjoyed fine wine. Things that Amy enjoyed, as well. She also learned that her new friend happened to be General Counsel for a large tech company in Silicon Valley.

I have been working with several groups of attorneys and consultants in the past few years and have discovered a common theme with these groups of professionals who work together at their same respective firms – no one really knows their colleagues.
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Sure, some of them know each other through working together on client matters, or meeting folks at firm retreats, but most of them don’t take the time to get to know each other and explore ways to help each other.