How to Build Your Law Firm’s Book of Business

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How-to-Build-Your-Law-Firm's-Book-of-BusinessBringing in new clients is the lifeblood of every new law firm, which is why you need to know how to build your law firm’s book of business. That’s why it’s important that law firms have a solid strategy in place for getting new business. Let’s take a look at a few reliable tactics for getting clients when you’re starting from ground zero with these tips on how to build your law firm’s book of business.

Personal Network

The first thing you should do to bring in new clients is mine your personal network to build your law firm’s book of business.  You may be surprised by how many people in your life know someone who needs a lawyer.  Make it a habit to ask them about referrals on a regular basis. You should also connect to your LinkedIn contacts and other social media asking directly about referrals.

Build a Client Database

It is critical that you build a database of professional connections. When you attend a conference, networking event, class or any other function related to your job as an attorney, you should collect business cards and immediately place them in your database so that you can follow up at a later date. Having an intuitive database will build your law firm’s book of business and give you a well from which you can draw new business over the long run. If someone doesn’t do business with you today, it’s very likely they will do business with you in the future as long as you keep in regular contact.

Remain Consistent

When you’re reaching out to your contacts, remain consistent about how often you email or call them.  Commit to sending out monthly or weekly updates and try to do so on the same day of each month.  If you’re consistent and provide valuable information, those connections will come to expect and even look forward to your regular communication.

Invest in Content Marketing to Get Leads

One of the first things people do when looking for an attorney is research information about their legal issue. If you want to build a new client base, creating web content specific to your practice area can help you get attention and build your reputation as an expert.  Your content should be of high value, specific to your state/city, and appear on all of your social media accounts. If you can cross post to other blogs or websites that are related to your field that would be advisable too. For example, if you’re a bankruptcy attorney, you might cross post to a blog that discusses personal finances. That way, more people can find you and it builds trust when potential clients see that others trust your expertise.

Referral Networks

It’s important that you ask existing clients for referrals from day one. It will be a lot easier to get referrals than it will be to gain new clients who have never heard of you before. Place your request for referrals in the signature of your email, on your website, and on your social media accounts. You may be surprised by how many people are willing to put in a good word for you and send referrals your way. Don’t pass up this excellent opportunity to get new clients.

Building your law firm’s book of business will provide long-term profits and stability.

By | August 3rd, 2017|

About the Author:

For years, Josh has helped lawyers become more organized, productive, and profitable. A trained litigator, Josh came to Smokeball from a large east-coast law firm where his practice focused on franchise, insurance, marine, and general litigation. His work with Smokeball, and his continued passion for what he does each day, is driven by a desire to help lawyers and their staff do better in every way. Knowing well the stress and strain put on today’s legal professional, he regularly focuses on improving work and life in the law. He has traveled the country working with and learning from lawyers and their staff. Josh speaks regularly to bar associations about successful law firm practices and other legal topics. Recent notable engagements have been with the Chicago Bar Association, the Illinois State Bar Association, and the Missouri Bar’s Solo and Small Firm Conference. In addition to his work at Smokeball, Josh serves on the Writing Resource Center staff at The John Marshall Law School. Besides legal technology, his research interests include judicial decision-making, jury decision-making and psychology, and legal writing. He has written and overseen research exploring causal effects of sex/gender on federal appellate court decision-making, and assisted with research for a forthcoming textbook on judicial decision-making. Josh holds his J.D., cum laude, from Washington University in St. Louis, where he served as a Senior Editor of the Wash. U. Law Review, held the prestigious Thompson Coburn Research Fellowship, served as Research Assistant to then-Vice-Dean (now Chancellor) Andrew D. Martin, and clerked at the U.S. District Court for the Eastern District of Missouri. He holds a B.A. in Political Science and a B.M. in Music Performance with Honors Scholar distinction from the University of Connecticut, making him a Huskies basketball fan through and through. Follow Josh’s activity on LinkedIn, and keep up with new articles on the Smokeball Blog.

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