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Speaking Engagements for Attorneys

By Steve Markman

Most attorneys have recognized the value of holding seminars and workshops at which they can make presentations on a variety of topics. The problem with these seminars is that, more often than not, the law firm is preaching to the choir. The attendees at these seminars usually come from existing clients or prospects previously identified by the firm. What law firms need to do is expose their expertise and practice groups to new prospects for their services.

What is one of the best ways to accomplish this? By speaking at public conferences and meetings produced and sponsored by other organizations ' at conferences, seminars and forums held by independent event organizations, associations, professional and industry trade groups and academic institutions and think tanks. There is much evidence that speaking at public forums often results in the attainment of business, by providing increased awareness of the firm in general and specific practice areas in particular, to an audience comprised of potential clients. The key to the success of a speaker program is to identify and secure speaking opportunities with audiences of business executives (or whomever buys your firm's legal services), not just other attorneys, at, for example, CLE events and bar associations, as is often the case when lawyers speak.

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