• Command Trust and Respect - People must like you, trust you, and respect you - then they will refer business to you. Think of those you make referrals to - this should help you understand how others might be looking at you before making a referral to you.
  
  
• Focus on the Other Person - Focus on how you can help them be successful; introductions you can make
  
  
• Let Others Know You have Referred Them - Always let someone know when you referred them - even if the referral doesn't turn into business you get "points" for thinking of the person
  
  
• Expand Your Horizons - Spend time building relationships with new people, not just hanging out with your current referral sources
  
  
• Know What You Want in a Client - Be very clear on exactly the type of work you are looking for and the criteria a client must have for it to be a "good fit" with you
  
  
• Think of Your Peers - Remember you are not just networking for your own personal benefit; you are also networking to generate contacts for your partners and peers at the firm!
  
  
• Make it Easy for Your Contacts to Refer You - Create a one page summary of your specific areas of expertise and a brief biography. Email this to your referral sources as a PDF document so they can easily forward it to prospective clients.
  
  
• Focus on Quality not Quantity - When evaluating a possible referral source, ask yourself, "would I refer this person to one of my clients?" If not, find someone else to build a relationship with.
  
  
• Show Them You're Thinking of Them - Send copies of articles on the firm, or awards received by the firm - to your referral sources - as well as keeping an eye out for their firm in the news - and acknowledging coverage
  
  
• Track Your Success - Keep track of who you send referrals to and who sends prospective clients to you
  
  
• Say Thank You - THANK those who refer business to you - a personal hand-written note is most effective; a personal telephone call next best; a "form" letter or email least favorable
  
  
• Support One Another - Form a small group within the firm to meet, compare notes on networking activities, brainstorm new ideas and most importantly - to hold one another accountable to networking goals

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