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How to grow your law firm through referral partnerships

Published:
11 Feb 2019
News
How to grow your law firm through referral partnerships

No law firm becomes well-known or prosperous without referrals. However, for new firms, attracting referral business can be challenging as they have yet to build up a client base. To overcome this issue, many firms seek out partnerships with businesses in related industries, or even established law firms with a busy caseload.

We've has compiled four tips to help you to effectively grow your firm through referral partnerships, so you can sooner establish your reputation and a steady client flow.

 

  1. Specialise by area of practice and client type

    As a new firm, it may be tempting to take any client that walks through the proverbial door. Rent is rarely cheap, and bills don’t pay themselves. However, unless you are the only law firm serving your local area or a regional community, it is vital to specialise as early as possible.

    There are two ways you can specialise: by area of law and by the type of clients or industries you serve. It may be easier to identify the industries you wish to specialise in first, as this can refine the areas of law you offer.

    For Jessica Kerr of Sinclair + May, providing legal advice to wellness and hospitality businesses proved to match her passions to her professional work.

    “For close to five years I have shared photos of the food I cook, yoga retreats I go to and organic products I use on my Instagram account,” Jessica told Thomson Reuters. “When I launched Sinclair + May, a number of my clients were followers of @thelawyerslunchbox who happened to need legal advice.”

    An added benefit for Jessica? Clients in similar industry often encountered similar legal issues, some of which were highly specific in nature. This established her reputation as the go-to lawyer for wellness and hospitality businesses, as she possessed expertise and experience in areas of law few other lawyers could match.


  2. Find industries that align with your areas of practice

    Your core areas of practice may suggest some obvious candidates for referral partnerships. For example, a wills and estates lawyer may benefit from partnerships with financial planners, personal accountants, insurance agents or even retirement homes. A conveyancer or property lawyer would find natural partners in mortgage brokers and realtors, providing a reliable pipeline of ongoing work.

    A simple way to identify related industries is to type in search terms for your area of law, without including the word ‘law’ – for example, ‘real estate’, ‘wills’ or ‘divorce’ – or with other variations. This may unearth industries you had not considered, such as family counsellors for family lawyers.


  3. Offer before your ask

    Once you have identified the areas of law and industries you intend to target, think about how to ask for referrals. Consider what would compel you to say yes if you were asked by someone you didn’t know.

    Think of anything you could offer that might help your prospective referral partner’s business. Perhaps you know a person or business in need of their services. Perhaps you have a media contact that could be useful to them. Perhaps you could offer to pay for a coffee and meet at a location convenient to them to discuss a potential referral relationship. Wherever possible, offer before you ask for referrals.


  4. Do a great job

    Often overlooked but equally important is doing a great job with any client referred to you. After all, you are not merely building your own reputation but affirming the credibility of the partner who referred the client. Ensuring the client leaves happy – even if the outcome of the matter did not go as they had hoped – gives your partners confidence that future referrals will be managed equally well.

    As you work to build your fledgling law firm, finding good referral partners can be a crucial way to quickly consolidate your business. Following these four tips should help you do so strategically and effectively, so you can focus more on the law.

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Offering a flexible and affordable way to upskill, the Graduate Certificate is a popular option for busy legal professionals looking to sharpen their skills or master a particular field.
 
Download this course guide to receive more information. 
How to have the career you want with John Poulsen

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How to have the career you want with John Poulsen

How do you transcend the daily grind to do work you love? When can a career become a calling? What steps can you take to achieve the career you want? We spoke to John Poulsen, former CEO of Squire Patton Boggs and Principal of People Passion Performance, for his insights on getting the career you want informed by an illustrious career in law and leadership.

50 years of expertise in one CPD solution

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50 years of expertise in one CPD solution

For 50 years, the College of Law has led the way in practical legal education.

We stand in our own lane – empowering practitioners to become the best lawyers they can be. How? With innovative, hands-on training that evolves with the demands of the legal profession.

Our CPD Digital Subscription is built on this legacy.

The legal ramifications of the Queen’s death are surprisingly small

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The legal ramifications of the Queen’s death are surprisingly small

We talk to the College of Law’s Adrian Deans, Academic Policy & Quality, James Crittenden, Head of Short Courses and CPD, and Lewis Patrick, Chief Academic Officer, about some of the pragmatic impacts of the Queen’s passing on the law and Australian legal profession.

3 Key Insights from the State of Separation Impact Report: Making Separation Simpler

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3 Key Insights from the State of Separation Impact Report: Making Separation Simpler

Parting ways in a relationship is never easy, and family lawyers are generally the first professional separating couples encounter when they end a relationship. For all of these reasons Angela Harbinson created The Separation Guide, which aims to make separation and divorce simpler, more manageable and less stressful.

Kyiesha Faulkner: How the Indigenous Business Handbook is transforming lives

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Kyiesha Faulkner: How the Indigenous Business Handbook is transforming lives

Starting a business is never easy. What step should you take first? How do you negotiate the ins and outs of your legal requirements if you’re not a lawyer? Even for a seasoned lawyer these steps are complicated…And what if you also face unique cultural considerations and complexities?

Self-awareness: The surprising foundation to a thriving legal career

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Self-awareness: The surprising foundation to a thriving legal career

There’s no doubt the legal sector can be an intense work environment. Thanks to heavy caseloads and fierce competition, lawyers and other legal professionals are facing stress, anxiety and burnout on a concerning scale. But according to executive transition coach and CEO at Lucent Global, Ellie Scarf, it doesn’t have to be this way. There’s one tool that can help you manage a plethora of professional challenges. That tool? Self-awareness.

5 tips on how to avoid common ethical breaches for lawyers with Athol Opas

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5 tips on how to avoid common ethical breaches for lawyers with Athol Opas

The law is a complex field heavily reliant on knowledge, interpretation and advice. This makes for a profession that can have far reaching consequences and, as a result, lawyers are held to high standards. Athol Opas presents annual ethics updates to firms to keep them abreast of recent cases of misconduct and/or common ethical breaches. We spoke to Athol to find out about the most common ethical breaches lawyers should be mindful of and to gain his top tips on complying within ethical obligations. 

What are the top negligence claims facing lawyers today?

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What are the top negligence claims facing lawyers today?

The College of Law investigates which legal practice areas are most at risk of negligence claims and why. We spoke to Lawcover’s Legal Risk Manager Glenda Carry about the practice areas most affected by negligence claims, what behaviours can lead to adverse claims by clients, and what risk mitigation strategies law practices can put in place.

When commercial acumen meets common courtesy: Ankurpreet’s LPMC story

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When commercial acumen meets common courtesy: Ankurpreet’s LPMC story

Ankurpreet Singh was thrust into a costly commercial conflict, which made him determine to pursue a legal career. To make his dream a reality, he enrolled in the College of Law’s LPMC – where he bolstered his business competence and confidence.

How to get into Wills & Estates with Rick Christie

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How to get into Wills & Estates with Rick Christie

Rick Christie, owner of ChristieLaw and committee member of STEP NSW, had always been attracted to the personal side of wills and estates. Insights spoke to Rick about how he came to specialise in wills and estates, what advice he might have for lawyers looking to move into the area, and what role industry organisation STEP can play for lawyers keen to become specialists.

Your Guide to a Career in Property Law

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Your Guide to a Career in Property Law

Download your guide to a career in property law for everything you need to know about property law in a nutshell, the personal strengths of a property lawyer, the core expertise of a property lawyer, related areas of expertise, and the career prospects in property law.

How to Become a Partner Guide

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How to Become a Partner Guide

This guide will help you navigate the first steps towards becoming a partner. It will help you reflect on your own motivations, assess your skill set, and determine the best path forward in your career.

New Resolution Institute and The College of Law partnership to maximise skills and experience

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New Resolution Institute and The College of Law partnership to maximise skills and experience

Resolution Institute and The College of Law are pleased to announce an exciting new partnership aimed at establishing a symbiotic cooperation which will maximise the resources of both organisations through mutual collaboration and the sharing of expertise and efforts in education and training.

Navigating Age Discrimination In The Law With Tile Imo

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Navigating Age Discrimination In The Law With Tile Imo

Bias and age-based discrimination remains an issue in the workforce, despite legal protections. In this article, we delve into the intricacies of age bias claims with Tilé Imo, Associate Director of Caxton Legal Centre. We explore the evolving legal landscape, effective strategies for litigating age discrimination cases, and the emerging trends that lawyers need to be aware of to best serve their clients.

Major changes ahead with the Family Law Amendment Bill 2023 in progress

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Major changes ahead with the Family Law Amendment Bill 2023 in progress

Major changes are coming that will impact the family law system and the way practitioners operate in Australia. The Family Law Amendment Bill 2023 is currently under debate in parliament and after its third reading, it is now under review with the Senate Legal and Constitutional Affairs Legislation Committee. The College of Law will provide legal training support when the Family Law Amendment Bill commences, but in the meantime, we spoke with College of Law adjunct lecturer Kathryn Kearley to find out about the most important changes.  

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