"There are two ways for solos and small firms to secure business from large firms," said Steven J. Weiss, partner with Cannon Heyman & Weiss in Buffalo, N.Y. "Solos and small firms can either develop niche practices or they can build networks of relationships for referrals."

Weiss spoke at "Running with the Big Dogs: How to Eat Well Without Being Swallowed Up – A Primer on Getting Work from Large Law Firms and Corporate Clients," during Solo Day at the ABA Annual Meeting on Friday, Aug. 8

Weiss, whose firm provides legal services in federal tax credits and structuring transactions, explained that avoiding competition with local firms creates a win-win situation for both.

James Silkenat, partner in the New York office of Arent Fox, gave a large firm perspective on working with solos and small practitioners. "Both large and small firms have the same goal – happy clients who will be a source of future business. It's important for all of us to look for ways to serve our clients."

Other high profile speakers included Dana Milbank, Washington Post columnist and author; Judge Paul Michel, U.S. Court of Appeals for the Federal Circuit; Judge Jane R. Roth, U.S. Court of Appeals for the Third Circuit; Frederick A.O. Schwartz, senior counsel, Brennan Center for Justice; Thomas Miller, attorney general for Iowa; Barry Scheck, Innocence Project; Stuart Taylor, Jr., National Journal; Eileen Gleason, Public Integrity Section, U.S. Department of Justice; Linda Chatman Thomsen, director, Division of Enforcement, Securities and Exchange Commission; Paul J. McNulty; David Kendall; Lisa Heinzerling, professor, Georgetown University Law Center; Andrew E. Shipley, general counsel, Northrop Grumman Corporation; Cynthia Photos Abbott, senior litigation counsel, Motorola, Inc.; Weining Zou, Beijing, China; Victoria T. McGhee, Shell Oil Company; Nilgun Tolek, OSHA Office of Investigative Assistance; counsel in numerous government agencies and Congressional staff.

He pointed out that there are four factors large firms use as the basis for selecting solo or small firms to partner with. "We look for speeches and writing by lawyers from smaller firms. We also look to law school contacts as well as for connections from bar associations, family members or social organizations. The fourth factor is a prior working relationship."

Silvia Coulter, Hildebrandt International, and Andrew J. Sagliocca, Esquire Bank, also served as panelists for the session sponsored by the General Practice, Solo and Small Firm Division. Stephen D. Williams, Law Office of Stephen D. Williams, moderated the panel.