I was an early adopter of virtual networking. As an introvert and remote worker, for me, the ability to connect from my computer from wherever I am has a variety of benefits and always will – I know that I’m not alone in this. While I am confident that it’s possible to build and sustain strong personal relationships online, there is no true replacement for in-person connection. I know that we all lead incredibly busy lives, so it’s tempting to sign up for that one-hour or even three-hour virtual session instead of committing to a three-day event out of the office, especially when it means time away from your family. But I want to assure you that even if you use virtual networking to stay engaged, your relationships are suffering from the lack of your in-person presence.
The Power of In-Person Networking
Virtual tools have made networking more efficient, but they can also make it transactional—a LinkedIn message here, a Zoom meeting there. What’s often missing is the depth and authenticity that comes from face-to-face interactions.
Here’s why it’s worth making the effort to take your online connections offline:
- Stronger Relationships – Meeting in person builds trust faster than a dozen video calls. There’s a reason why casual coffee chats and conference meetups often lead to long-term professional relationships. One of my lawyers mentioned during a call with a potential firm the other day that more business happens in the bar during our events than at any other time during the year and he’s right. In-person is when you are MOST top of mind for folks.
- More Meaningful Conversations – When you’re in the same room, there are fewer distractions—no notifications popping up, no “you’re on mute” moments. Conversations tend to be more engaging and insightful – because let’s be honest, is the person on the other side of the screen “taking notes” or answering the latest urgent email?
- Better Business Development – Legal professionals thrive on referrals and collaboration. While online interactions can introduce opportunities, deals are often sealed over a handshake, not a screen. People like to do business with those they know, like, and trust, and this simply happens more often in person.
Finding the Balance: Virtual & In-Person Engagement
As someone who fully embraces virtual networking, I obviously think it has value. It’s a powerful tool for connection and accessibility. But the key is knowing when to engage online and when to take the next step toward an in-person meeting.
- Start Online, Follow Up Offline – Use LinkedIn, email, or virtual events as an introduction, but move toward an in-person coffee, lunch, or conference meetup when possible.
- Prioritize Key Events – Be strategic about which in-person gatherings you attend—whether it’s a major industry conference, an ILN event, or a firm-hosted gathering, choose events where meaningful engagement happens. It can feel overwhelming if you have to attend EVERYTHING in person, so review your calendar for the year, and decide which events align most closely with your strategic goals for the year – attend those events in person and attend the other events online or not at all.
- Make Travel Worthwhile – This is my favorite secret tip and one I recommend all the time – when you’re traveling for work (or even for pleasure), maximize your trip by scheduling multiple face-to-face meetings. A single trip can create months’ worth of relationship-building opportunities. Check your LinkedIn connections to see who may be in the city that you’re traveling to and may be available to meet as well. I know which of my member firms are in the cities I’m going to, but I often forget who else works there – a quick look at my LinkedIn by city reminds me, and I can reach out to them to set up a coffee date to reconnect in person.
Final Thoughts
The legal industry has always been built on relationships, trust, and credibility—things that are much harder to cultivate in a purely virtual setting. While digital tools will remain a valuable part of our professional world, we should be intentional about taking networking offline where it matters most.
