How Lawyers Can Maximize the Benefits of Networking

Strategic Relationships Over Random Contacts

In today’s competitive legal landscape, knowing what you know matters—but knowing who you know can open even more doors. Yet, too many lawyers still confuse networking with contact collecting. They gather hundreds of business cards or LinkedIn connections, hoping something sticks. But the real power of networking isn’t in the numbers—it’s in the relationships.

David Ackert, business development strategist and author of “The Short List: How to Drive Business Development by Focusing on the People Who Matter Most,” offers a sharp perspective: “It generally takes our successful users about 14 interactions between first contact and first contract.”

Fourteen.

That’s the number of deliberate, well-paced engagements it takes to turn a casual hello into a client relationship. So how can African lawyers—whether just starting out or already established—build meaningful networks that translate into long-term value?

1. Ditch the Sales Pitch, Build the Relationship

One of the biggest mistakes lawyers make is treating networking like a one-time sales opportunity. According to Ackert, the best networkers aren’t focused on pushing their services. They’re focused on listening, learning, and adding value to others.

Think about the last time you had a conversation that wasn’t about yourself. That’s the kind of networking that works. Find out what your contact cares about. Look for ways to support their journey. In many African cultures, relationship-building is already deeply ingrained—apply that same intentionality in professional spaces.

As a lawyer, ask:

• Can I introduce this person to someone helpful?

• Can I share a resource that adds value to their work?

• Can I collaborate or refer them on something meaningful?

When you focus on genuine connection, trust follows—and trust drives business.

2. Keep It Short — and Smart

Ackert emphasizes the power of what he calls “The Short List.” Rather than running in every direction, build a targeted list of 10–15 people you truly want to engage with—existing clients, dormant contacts, high-value prospects, or respected peers.

These are the people worth your time. The idea isn’t to meet everyone—it’s to matter to the right ones.

Here’s how to work your short list:

• Schedule regular check-ins (even quarterly emails or coffee meetings count)

• Send useful insights or articles tailored to their interests

• Share your wins, but also celebrate theirs

This is especially crucial in Africa, where personal rapport often carries more weight than polished presentations.

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3. Play the Long Game

Lawyers are trained to solve problems fast, but networking works differently. It’s slow. It’s layered. It’s a series of small touches—calls, texts, in-person chats, shared ideas—spread out over time.

That’s where most lawyers give up. They expect quick results and lose momentum after the third or fourth outreach.

But consistency is what separates professionals from opportunists. The lawyer who follows up, checks in, and stays visible—without being overbearing—will often be top of mind when opportunities arise.

Ackert’s formula is clear: real business comes after several quality engagements. Not spam. Not cold pitches. Real conversations.

Final Thoughts: Africa’s Legal Future Is Relationship-Driven

In a continent where informal networks often drive access, success, and opportunity, African lawyers stand to benefit immensely from strategic networking.

Whether you’re operating in Lagos, Nairobi, Accra, or Johannesburg, the principle holds: The lawyer who connects meaningfully, shows up consistently, and delivers value—wins.

So next time you’re handed a business card, don’t just stash it. Ask yourself: How can I make this connection count?

Because in the end, your legal skills open the door. But your relationships keep it open.

Legal Africa Magazine
Shaping the Future of Law Across the Continent