When lawyers talk about business development, there is often a tendency to focus on the obvious opportunities. A referral. A new client. A conversation that leads directly to work.
But often the more valuable opportunities start somewhere smaller.
That was the case for Jon Hyman at the Ohio Craft Brewers Conference.
Jon attended in his role as outside general counsel to craft brewery clients. As expected, the event brought together brewery owners, suppliers and advisers from across the sector. Among them was the founder and president of a SaaS business serving breweries not just across the United States, but internationally.
The business is developing a platform designed to connect brewery customers with professional service providers including lawyers, accountants and marketing specialists.
For Jon, it was immediately interesting.
Then came the question many lawyers will recognise.
“How can you serve as a resource if your practice is limited to Ohio?”
Jon is a Partner at Wickens Herzer Panza, the Ohio member firm of Mackrell International. Rather than trying to work around the issue of jurisdiction, he used it to introduce the network.
He explained that through MI, his firm has access to trusted lawyers across more than 90 jurisdictions. Clients may begin with one relationship in Ohio, but through the network they can quickly be connected to high quality legal support wherever they operate.
That changed the shape of the conversation.
Jon was no longer being viewed simply as an Ohio lawyer. He became the entry point into something much broader. A trusted route into coordinated legal support across multiple jurisdictions.
For the SaaS founder, that mattered.
His business is built around scale. His customers need advisers who can support them in different states and different countries without having to piece together separate relationships every time they expand. They need a service that feels joined up.
That is where the value of MI becomes particularly clear.
The network offers one relationship at the outset, access to trusted firms in key jurisdictions and a level of confidence that comes from established relationships rather than cold introductions.
After the conference, Jon followed up and suggested a further call or meeting to explore whether MI could become part of the platform as a legal resource for its customers.
Nothing about the conversation was especially complicated. It was not a major pitch or a formal presentation. It was a straightforward exchange at a regional industry event.
But it opened the door to something much bigger.
For member firms, there is a useful reminder in that.
Jurisdiction should not be seen as a limitation. Often, it is the very moment to introduce the network that you are part of.
Our local practices are often where relationships begin. The real value is in where those relationships can go next.