As young lawyers, we all have heard the advice that we need to get our name out there as a strategy for developing business. The more people who know our name, the more people who may one day refer business to us. We probably go about getting our name out there in similar ways—by attending law school alumni events, serving on a bar association committee, writing an article or passing out business cards to anyone who will take one. In doing so, we may overlook one potential source of business referrals: opposing counsel.
Think about it: Aside from the partners and associates more senior than you at your firm, who receives more exposure to your work product, attitude and abilities than opposing counsel? They end up reading (or should be reading) everything you prepare in the case in which you oppose them, and they see how you handle yourself in front of the court and, of course, in front of opposing counsel. While they may not realize it at the time, they likely are formulating opinions about your competencies as an attorney when reading your submissions. Don’t you form similar opinions about theirs?
