Most business development training for lawyers is focused on selling: having an elevator pitch, a value proposition, and always asking for business from anyone who might be able to send you work. Those tactics can be effective, but are not for everyone.

Natalie Chan is a second year partner in the Chicago office of Sidley Austin, a mother of two, and a proven rainmaker. NELC President Richard Amador is managing partner of Sanchez & Amador in Los Angeles, with a Fortune 100 client base he built on relationships and referrals.

Natalie and Richard will talk about their hits and misses, and an alternative approach to business development that is based on relationship-building—even with competitors—rather than sales. They will share proven strategies, tips, and insights on how lawyers can develop business without using many common tactics which make some of us uncomfortable.