Lawyers and business professionals generally spend a lot of time attending events. Conferences, panels, client programs and industry gatherings fill up calendars quickly. Being in the room matters, but it’s only part of the equation. What determines whether an event was actually worthwhile is what happens after. Without follow up, even a strong event turns into a series of conversations that don’t go anywhere.
Here’s how to approach it in a more intentional way.
- Follow up quickly and keep it simple: The most important step is also the easiest to put off. A short follow up within a day or two makes a real difference. It doesn’t need to be overly polished or long. Referencing your conversation and keeping the door open is enough. If there’s a natural next step, suggest it. If there isn’t, staying in touch still has value. Timing matters more than perfect wording.
- Use LinkedIn to reinforce the connection: Sending a connection request while the interaction is still fresh helps solidify the relationship. Including a short note that references what you discussed makes it feel intentional and more memorable. It also gives you a simple way to stay visible over time without forcing additional outreach.
- Identify which conversations are worth continuing: Not every interaction needs to turn into something more. Trying to follow up with everyone usually leads to nothing happening at all. Focus on the one or two conversations that felt meaningful. Those are the ones worth taking a step further, whether that’s a coffee or a call. Acting on those quickly makes the next step feel natural.
- Add value in small ways: Simple actions stand out. Making an introduction between people who should know each other is one of the most effective. Sending a relevant article, deal or insight tied to a prior conversation is another. These are small steps, but they show you were paying attention and thinking beyond the initial interaction.
- Look beyond who was in the room: The audience for an event isn’t limited to attendees. People who engage with posts about the event often have a clear interest in the topic. Paying attention to who is commenting or reacting creates additional opportunities to connect with people already paying attention to the same issues.
- Capture information while it’s still clear: Taking a few minutes after the event to write down who you met, what they care about and anything worth following up on makes a difference. It keeps you from relying on memory and makes your outreach more thoughtful.
- Stay in touch without forcing it: Not everything needs to happen immediately. Some of the best follow up happens a week or two later when you come across something relevant and have a natural reason to reach out again. That keeps the relationship moving forward without making it feel transactional.
- Connect internally when it makes sense: If you meet someone who is relevant to another partner or practice, flag it. Sharing that internally often leads to stronger and more coordinated follow up. Many opportunities expand when the right people are brought into the conversation early.
Events create opportunity, but opportunity alone doesn’t build relationships or generate business.
What separates the people who consistently get opportunities from conferences and networking events usually isn’t how many events they attend. It’s what they do before, during and especially after those interactions happen.
Most professionals put all of their energy into showing up and very little into what comes next. Meanwhile, the follow-up conversations, reconnecting, visibility and relationship-building afterward are often where the real value sits.
The people who get the most out of events are usually the ones who continue the conversation long after everyone else has moved on.
Link to Your Homework Your Homework
The next time you attend a conference, networking event or industry gathering, don’t let the interaction end when you leave the room.
After the event:
- think about which relationships are worth continuing to build over time
- write down the most interesting conversations you had
- note the themes or concerns that kept coming up
- reconnect with at least five people while the interaction is still fresh
- create one LinkedIn post based on an actual observation from the event instead of posting a generic recap photo
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