Natural Friendships: How Patent Lawyers Win Clients at Conferences

When it comes to networking at conferences, patent lawyers discuss the most effective way to garner new business.

Finnegan partner Erika Arner told Managing Intellectual Property that she prefers natural interactions. “For me, they feel much more authentic, and that really is helpful in an industry that really values relationships and relationship building rather than straight sales calls.”

She adds it’s important to recognize that lawyers aren’t going to take business with them after the first meeting.

Erika notes that after counsel meet someone at one conference and spend a little time with them, they can follow up at the next event or invite the new connection to another function.

“Over time, often after years of developing that relationship, it can turn into opportunities to work together. That’s a much more realistic and successful path than simply hoping that your first meeting will result in work.”

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