Networking and Client Relations

By Steve Fretzin & Dan Cotter

Networking and Client Relations 

I had an insightful conversation with Dan Cotter, attorney, former Chicago Bar Association president, and avid networker, about the strategies that have fueled his success. Dan brings extensive experience to the table, not just in law but also in building connections and client trust. His journey exemplifies how networking and relationship-building can transform a lawyer’s career. 

From his early days as one of LinkedIn’s initial members, Dan understood that networking was more than attending events; it’s about creating real connections and building trust. He’s active in groups like the Association of Insurance Compliance Professionals, where he does more than just show up—he speaks, writes, and leads. This approach has significantly raised his visibility and credibility, making him the go-to person for insurance law and related areas. It’s a crucial lesson for anyone looking to establish authority: visibility and leadership within your industry are invaluable. 

Instead of simply attending and handing out business cards, he seeks meaningful interactions. The difference, as he puts it, lies in actively engaging with the group—writing for their publications, speaking at events, and volunteering for leadership roles. These roles not only give him visibility but also establish his authority, making him someone his peers remember and trust. For attorneys who are serious about growing their practice, I recommend a similar approach: don’t just attend events; contribute to them. Offer value, and you’ll naturally build a reputation as a leader in your field. 

The value of networking doesn’t end after the initial event. Dan shared how he takes things further by following up with people he connects with. Instead of a generic follow-up, he arranges one-on-one meetings with a clear agenda, a tactic we discuss frequently in my business development coaching sessions. During these meetings, Dan explores how he can add value for the other person, whether through introductions, resources, or advice. By focusing on what he can give rather than what he can gain, Dan builds lasting, mutually beneficial relationships. 

One challenge many lawyers face in networking is finding ways to offer value. Not everyone can immediately refer a client, but there are still plenty of options. Dan and I brainstormed a list of ways lawyers can add value in a networking context. It might be connecting someone with a reliable service provider, like an appraiser or real estate agent, or offering strategic feedback on a business idea. These gestures may seem small, but they demonstrate your willingness to invest in the relationship and are often more meaningful than a direct business referral. 

Once a new client relationship is established, Dan is a master at maintaining it. He highlighted a few key practices that keep his clients coming back: responsiveness, reliability, and genuinely listening to their needs. Dan makes it a point to respond to client inquiries quickly, a quality his clients have come to appreciate. For lawyers looking to strengthen client loyalty, responsiveness is one of the simplest yet most effective ways to build trust. It shows clients that they are a priority and that you respect their time and concerns. 

Dan also emphasizes the importance of setting realistic expectations. Surprises may be fun in personal life, but for clients, they’re often a source of frustration. Clear communication about timelines, costs, and potential roadblocks goes a long way in managing client expectations and avoiding misunderstandings. In litigation, for instance, unforeseen events are common, but clients should never be left in the dark. Being upfront about potential scenarios and preparing them for possible outcomes shows that you have their best interests in mind. 

Dan participates in my Rainmakers Roundtable, a monthly program designed for high-performing attorneys focused on business growth. Through this program, he’s found a unique community of peers who hold each other accountable, share best practices, and support one another’s goals. Each member sets clear targets for client acquisition and growth, and we work together to keep each other on track. For anyone serious about advancing in their field, finding a support system that provides accountability and encouragement is invaluable. 

His experience with the roundtable illustrates an essential aspect of business development: you don’t have to do it alone. By joining a supportive group, you gain perspectives and strategies that may not be immediately obvious. You also build a network of trusted colleagues who can refer work to you and help you expand your reach. 

His approach provides a clear roadmap for any lawyer looking to elevate their career. Start by being present and involved in your industry, go beyond surface-level interactions, and focus on adding real value. As you do, remember to cultivate relationships through consistent follow-up, reliable communication, and a willingness to listen. These are the fundamentals that will help you not just grow but also sustain a successful law practice. With networking, client care, and a reliable support network, attorneys can turn connections into long-term client relationships and meaningful business growth. 

Learn more about Dan HERE

For more information about taking your law practice to the next level, please email me directly at steve@fretzin.com.

Steve Fretzin, an expert at legal business development, is the author of four books regarding the topic and is the host of the Be That Lawyer podcast. He has helped hundreds of attorneys across the world dramatically grow their book of business while living a well-balanced life. He can be reached at steve@fretzin.com.

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