Getting your clients together in a room can be wonderful for business development.

It can also be very risky...

When it works well...

You and your clients truly connect

You share ideas and tell stories

You find out what their needs are

When it does NOT work well...

At least some of your colleagues probably 'lectured'

Clients may feel 'talked at' rather than engaged with

To your clients - it felt like a law school lecture

Here are 3 ways to ensure a more engaging client roundtable:

1- Choose compelling narrow topics that suit this specific audience

• Clients want to hear the most important, narrow business issues they are facing now or will face soon. What will have the most impact on them?

• Ask yourself "How can I narrow the topics so each client feels it was created for them?"

2- Use business examples (not law examples)

• When you talk about similar problems you solved for similar clients - that's not bragging. That is an example that is relevant and useful. Mine those stories and use them.

• DO NOT DO a case by case review of last year in X area of law. Stunningly boring.

3- Have a conversation with the audience

• Be as conversational as possible in the presentations and panels.

• Be sure to build in time for people to catch up with each other. Long breaks.

What other questions come up when your firm does client roundtables?