Some states have laws and ethical rules regarding solicitation and advertisement practices by attorneys and/or other professionals. The National Law Review is not a law firm nor is intended to be a referral service for attorneys and/or other professionals. The NLR does not wish, nor does it intend, to solicit the business of anyone or to refer anyone to an attorney or other professional. NLR does not answer legal questions nor will we refer you to an attorney or other professional if you request such information from us. For many lawyers, the thought of business development brings to mind images of daunting tasks outside their comfort zone.
#1 Give away free resources in your community
Another way to boost your firm’s local profile is by sponsoring or participating in community events. Whether it is a charity fundraiser, a local sports team, or a neighborhood festival, sponsorships get your name in front of the community in a positive way. This form of legal marketing builds goodwill and brand recognition. For example, your firm’s banner at a 5K run or your logo on event t-shirts subtly advertises your services. People are more likely to remember (and later hire) a law firm that they see actively supporting local causes.
Hone Your Skills
Attorney business development isn’t easy — especially when you don’t have time to lay the groundwork. This checklist will help you make headway in just a few focused hours. Keep a simple log of your outreach, follow-ups, and results. Review it monthly to see what’s gaining traction and where to adjust. A good business development plan focuses not just on doing more, but on doing more of what works. What helps is context, knowing what matters to your client before the conversation even begins.
- If you are going to invest time and money in attending networking events, you should prepare a game plan for each event.
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- Use that time to follow up with contacts, send a note of congratulations or interest, or share a short update on LinkedIn.
- One of the most important reasons is that it helps to build and maintain strong relationships with clients.
- By using data to guide your efforts, you can improve your firm’s image, attract more clients, and keep revenue growing.
Going to these often helps improve communication and builds lasting relationships. Susan McCourt 10 business development tips for attorneys Baltz has over 25 years experience in marketing professional services. She spent 10 years in legal marketing and business development before joining The Bar Plan as their Director of Marketing in 2008. She is a past Chair of the Legal Marketing Association, St. Louis Region, and serves on several legal industry-related committees. Today, marketing and business development skills are crucial to staying competitive.
The Perks of Having Clients
If you see something you like—or could contribute to—reach out. Podcasters and YouTube channels are always looking for guests, and appearing on someone else’s platform can significantly boost your visibility. An evergreen topic is something that will remain valuable to your audience at any point in time.
Transitioning from Law School to a Professional Legal Career: Tips for New Attorneys
You might be surprised how many of your clients are willing to recommend you—if they’re given the opportunity. While digital marketing dominates today, referrals still matter. If COVID-19 taught us anything, it’s that traditional marketing tactics can’t always be relied upon, and that a digital presence has become essential. Accelerate business development by collaborating with colleagues or industry partners. Co-author a white paper, host a Zoom webinar, or invite them on your podcast. Connect through social media and stay up to date on their latest projects.
For example, a relationship map from Altrata could reveal that a firm representing a client’s board in governance matters could also assist their company with employment law, IP, or ESG-related counsel. Altrata provides accurate, up-to-date profiles on key decision-makers, enabling firms to quickly identify role changes and update their CRMs accordingly. This ensures business development teams are working with the most relevant contacts, minimizing missed opportunities due to outdated information. As you work on growing your law firm, stay committed to your work and keep up with trends. This will help your firm succeed for a long time and make it a trusted legal partner in your community. Always check your data and be ready to change your strategies based on what you learn.
On top of everything, skyrocketing client expectations around responsiveness, transparency, and specialized advice mean that even elite firms must work harder to demonstrate value. Measuring and analyzing your business development efforts is crucial for lasting growth and staying ahead in the legal world. By focusing on KPIs, ROI analysis, and making smart changes, your law firm can improve its business development and achieve long-term success. But law firms must follow the rules when using social media. What are the main parts of a good business plan for law firms? Find out the secrets to a booming legal practice in our detailed guide.
Sure, it may need to be updated from time to time, but the topic will always be a relevant issue that your potential clients will face. Be the source with the answers to these questions and wait for the phone calls to come in. There are a few ways to dive into this business development activity, but as an attorney, the simple guiding principle is “Be useful!
- By offering customized legal solutions, attorneys can differentiate themselves from others in the field and provide real value to their clients.
- You’ll also need to hone your communication skills to ensure you manage client relationships effectively to retain their clientele.
- By attending events and actively engaging (bring business cards and be ready with a quick introduction of your services), you keep your name top-of-mind among potential referrers.
- Content marketing improves your SEO and shows your expertise.
- While surface-level metrics like website traffic are good to track, the real insights come from understanding how those visitors become paying clients.
Receive news, insights, trends, and exclusive events delivered directly to your inbox. Even small wins, one new conversation, one new contact, can build momentum over time. Once you know who you’re helping and how you’ll reach them, you’re not guessing anymore. Update it on the firm website, on your LinkedIn profile, and anywhere people are looking online. The courtroom is where planning meets improvisation, and where preparation collides with the unexpected. Organize and automate your practice with our feature-rich legal CRM.
Collaborating with other professionals or organizations can open doors to new opportunities. For solo practitioners or attorneys in small firms, this could include developing a niche practice area, expanding into new geographic markets, or partnering with other professionals. For attorneys in larger firms, business planning could involve collaborating with other departments to cross-sell services or creating specialized teams to target key industries. Business planning is an often neglected aspect of running a law practice, but it’s essential for attorneys who want to grow their business.
One of the most essential skills for growth is business development. Whether you’re a solo practitioner or part of a large firm, leveraging business development skills can significantly enhance your ability to attract clients, build relationships, and grow your practice. It goes without saying, but it is virtually impossible to be a highly successful business developer if you don’t do great work.
Can I manage marketing my law firm on my own, or should I hire someone?
Nurture the relationship with several different touchpoints over time. Earn trust and credibility, and don’t be deemed a “salesperson” by being organic and thoughtful. Looking for an easy way to hit one of those seven touchpoints? Perhaps the easiest and most often overlooked marketing activity for an attorney (or any professional for that matter) is to keep your LinkedIn profile up to date. Relying solely on your firm bio as your online presence is not enough these days.
These cues can significantly impact how messages are perceived and can help with conveying empathy, understanding and sincerity without words. Throughout your career you’ll navigate complex and emotional client situations daily, so mastering non-verbal communication can be a way to enhance your ability to build rapport and reinforce trust. Lots of networking eventsPick the ones where your people are, and show up with a game plan.
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