Catherine O’Connell: Legal Business Development…in Japan!

In this episode, Steve Fretzin and Catherine O’Connell discuss:

  • Being your own brand in a solo firm.
  • Maneuvering through a list of contacts and utilizing organizational contacts.
  • Tips for handling meetings with Japanese clients.
  • Greetings and etiquette for leaving meetings.

Key Takeaways:

  • What is risky to one person, may not be considered a risk by other individuals.
  • In Japan, introductions are your gold medal door opener – don’t cold call, because the relationship matters more.
  • When you are working with different cultures, you have to understand the social context of what people are saying rather than the exact definition of the words being said.
  • Having a digital business card is becoming a new trend as the world learns to continue networking in a COVID and post-COVID world.

“Working in Japan, and being successful here, is all about the long game. You’ve really got to be here and invest in relationships. It will take a long time until you can actually build up enough rapport with somebody to have a business relationship with them.” —  Catherine O’Connell

Connect with Catherine O’Connell:  





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Book: The Ambitious Attorney: Your Guide to Doubling or Even Tripling Your Book of Business and more!

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Call Steve directly at 847-602-6911

Show notes by Podcastologist Chelsea Taylor-Sturkie

Audio production by Turnkey Podcast Productions. You’re the expert. Your podcast will prove it.