Many attorneys are hesitant to work the room at a networking event. Whether you are attending a local bar association meeting or a major industry conference, this is an ideal time to add new prospects to your business development pipeline.

Here are a few tips you can use to maximize the benefits of a networking event.

• Approach people who are either alone or in groups of 3 or more. Breaking into the conversation of a twosome can be awkward.
• Help people to remember your name, and be sure to keep your name badge visible so that others can see and remember yours.
• Write notes on the back of business cards to remind yourself about the people you meet.
• Follow up by connecting through LinkedIn. This is so much better than a “nice to meet you” email, plus you can stay in touch electronically. You also get the benefit of a photo and profile to refresh your memory.

Set a goal for yourself of meeting 5 or 10 new people at each networking event you attend. It takes a little effort, but can be well worth it in terms of building your contact list.

Margaret Grisdela is the author of "Courting Your Clients: The Essential Guide to Legal Marketing," now in its 2nd edition. She founded the national legal marketing agency Legal Expert Connections, Inc., which helps attorneys and experts with new business development.