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[bemaha]

For practicing IP attorneys out there, what are some good ways to get clients?  I work for a law firm now, but I would like to do some work "on the side".  I have no trouble finding private inventors to work with, but my goal is to eventually start up my own law firm so I am looking for steady work from corporations.  That seems to be the hard part.  I know the easy answer is "networking", but what about cold calling?  Is that effective, and can you even do that?  Trade shows?  Any other suggestions?  

[JimIvey]

I'm in the midst of doing exactly that right now -- marketing myself (not here, of course).  In fact, I'm in the process of trying to form a virtual firm of a number of patent practitioners with home offices.  Some of the other attorneys have contacts in big, publicly traded companies and I'm getting introductions that way.

Before you "cold call," check with your state's ethics rules.  Many prohibit that activity.  Mind does (Calif.).  You have to have some prior relationship with the callee or have no reason to believe they specifically need you services.

The right answer (in my opinion) is networking.  But that's too broad of an answer; it's like telling someone to catch fish by putting a line & hook in water -- not nearly specific enough.

I've been to all kinds of networking events recently.  I'm noticing different types of networking events.  2 types are particularly useful.  One is the type in which business owners/officers go for general IP information.  I made 3 solid contacts at the last one I went to and I'm going to another next week.  Another is one in which other IP attorneys (not patent, but licensing, litigators, etc.) lure potential clients with an afterwork mixer -- open to the public.  Many of those attorneys are easy to approach because they're schmoozing too.  I find a number of them aren't happy with their current patent referrals and would like to send clients to some place better.

What geographic region are you in?  Maybe I can point you somewhere.

And, if you see me at one of these events, be sure to say nice things about me!  ;-)

Regards.

P.S.  Don't bother with Venture Capital events.  VCs aren't particularly impressed with IP and everyone else seems to be in BizDev and doesn't fully understand their technology anyway -- and are looking to get money, not spend it.  The VC community is slowly catching on about IP, but slowly.  And, they seem to have a limited attention span (or, more likely, a limited attention budget) -- explaining IP to them isn't likely to produce results, especially if there's a line of people behind you ready to ask for money.

FWIW, many VCs are a bit hostile to IP.  I don't think it's for reasons based on the policy behind IP, but rather that IP complicates their analysis.  Capitalists like to assume no barriers to entry, but that's exactly what IP is.  To many, I explain that my job is to erect barriers to entry.

I hope that helps.

[bemaha]

Mr. Ivey:

Thank you very much for the advice.  My office is in New York, Long Island to be exact, and I live in NYC.  You would think it would be easy to get clients here.  I also worked for about 5 years in a D.C. firm and at the Patent Office.  Not to limit myself, but I would really like some clients in the semiconductor area, because it matches well with my background - but, I've done alot of work in alot of other areas.

[M. Arthur Auslander]

Dear Bemaha,

Nowadays there are practically no holds barred in the obtaining clients. Thus you can advertize. That should get you at least compulsive inventors who are just eager to get patents irrespective of their value.

For good clients, it seems to me that it is legitimate exposure and recomendation. I started a bit different than most. I started as a general lawyer with patent lawyer friends.

Step by step, with luck and recommendations and good luck with commercial clients I did good work for small clients and built slowly. I did work for small toy makers too. They soon were all bought by the cereal companies. Step by step patents, trade marks and recommendations the clients grew. As they grew they went on to big firms but here was a flow that kept me going.

I really don't know what to say. I was the only one in my graduating law class of 350 to start out without working for a law firm.

At a social function, while at law school, with the parents of a date, the party was crashed by a young man that attached himself to me. He managed in, my company to make contacts that ultimately lead to being a big time CEO.

He wanted me to work for him. That would have cut my freedom so I just kept my nose to the grind stone and practiced law to protect and help clients, in their interest including recommending non filings, trade secrets, trademarks, copyrights and whatever could be done including abandoning that which looked good but could be duplicated.

The newpapers reported my friend leaving his last job as CEO with mega millions. I'm not complaining I like what I do and the way I do it saying no, where the client would be a dead looser even if I could make a buck.

That is where ELAINE's Workshop® E arly L egal A dvice I s N ot E xpensive™ and Reality Check® come from. I sleep at night, have a good life but no golden chariot.

I think a friend of mine ran a search and found very well over 100 tms, some of which are very famous, which I have registered.

I've not counted the patents. My first partner patented the folded metal, fat and skinny polarized plug that was on the 200th anniverary poster for the Patent Statute.

So things happen, particularly if you just keep plugging. There is a fortune to be made in JUST getting patents. I don't mind not being rich in money.