Her strategy: Meet clients as a panel moderator. I get in front of clients by moderating panels, rather than being a speaker. As a moderator, I can tap a star-studded speaker lineup and create a topic that I know my prospective clients will attend. By uplifting the speakers with panel exposure at the conference, I also get that client the same exposure.
The results: Moderating panels strengthens my visibility. Each panel speaker shares the event to their social networks, which features me as the moderator, resulting in prospective clients outside of my network contacting me for legal services.