Aug. 15, 2025
The curiosity gap: Strategic networking and the referral paradox
A curious, deliberate approach can turn casual contacts into a powerful revenue-generating network.
Thomas Riebs
Founder
Traksjon
Thomas Riebs is the founder of Traksjon, a strategic business advisory firm that partners with law firms to help clients overcome business challenges.
A partner at a prominent LA law firm proudly scrolled through his LinkedIn profile -- more than 5,000 connections. But when asked how many had sent him meaningful business in the past year, his answer was blunt: "Maybe five." In an industry where relationships drive revenue, that gap is costly, and it's fixable.
In parts 1 and 2 of this series, we explored how curiosity transforms attorney-client relationships and why it directly improves profitability. ...
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