Page 4 - FDCC Flyer - Winter 2022

By Howard Merten – FDCC President
We have added two new initiatives to the FDCC’s priorities this year – the Referral Project and FedMEETS – to build
Howard A. Merten upon the FDCC’s theme for the coming year, Building
Networks, Building Friendships. Why these two priorities?
The relationships and friendships I have built with fellow FDCC members is the most valuable and meaningful benefit of FDCC membership to me. I would not be the lawyer, leader, or person I am today without having sought to measure myself against, and learned from, the talented lawyers and leaders I have met through the FDCC. Synergistically, while
becoming a better lawyer, leader, and person, I also generated substantial business through the FDCC. Others have had that same experience.
That said, many firms and partners question the expense and time commitment of active involvement in the FDCC. It is a fair question. There is a compelling answer.
The most effective marketing of professional services is developing and demonstrating expertise and building solid networks, especially amongst individuals in a position to refer business. There is no better place to do that than in the FDCC.
If true, attendance at meetings and active participation in the FDCC should lead to referrals for defense
counsel. The Referral Project is designed to test that syllogism.
In August, we surveyed defense counsel members about their level of FDCC participation and referrals. Related inquiries of corporate and industry members will follow.
We sought data for the last four years due to the intervention of COVID. Of the 147 respondents, 58% received referrals over the last four years. Nineteen (19) reported having more than 20 referrals during that time. Respondents identified a total of over $27,000,000 in FDCC-generated business over the past four years.
Moreover, the responses demonstrated a strong and direct correlation between the level and length of participation in the
section title
Building Networks. Building Friendships
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