Four steps to building new business

Hannah Hearne
Sep 9, 2018 · 3 min read

Contribute to the bottom line, generate new business and increase your billable hours — these are all pressures you’ve undoubtedly encountered as an early career lawyer before. Easy to say, but can feel impossible to do.

How do you actually bring in new business? On every early career lawyer’s radar is the need to prove yourself.

Here are four things that should be on your mind when trying to bring in new clients.

1. Excellent client service can lead to referrals and repeat business

Referrals

Word of mouth remains the most trusted form of advertising so treat every client as an opportunity for you to generate more business through referrals.

Anticipate future needs

Tell your clients about all the services you offer. Think about logical add-ons for legal services.

Client service

Always keep client service at the forefront of your mind. According to client experience in law in 9 in 10 law firms failed the ‘First Impression Test’ in 2018. Potential clients were likely to call competitors and a third of all calls were so poor that an instruction would definitely not take place.

It’s important to ensure your clients know you value them. Early career lawyer and QLS Councillor Chloe Kopilovic, Shares her latest insights on the topic in her latest blog ‘Email & Lawyers: Why you should be responding to clients in 24 hours starting from NOW’ ‘It’s all about showing your client that you listen and you care.’

2. More connections mean more opportunities

Don’t shy away from networking events

Keep an eye out for industry networking events that interest you. Follow industry bodies on Facebook and LinkedIn and attend any open events. Event Tribe has a great website that lists upcoming networking events. You can filter the location and find events in your area. If attending solo is really daunting, bring a friend in the related industry.

Use LinkedIn to build your brand and network

Keep your LinkedIn up-to-date, grow your endorsements, post thoughtful articles and content and grow your network. The more people who know you, the more likely you are to receive referrals.

HubSpot shares some great insights in their blog 29 LinkedIn Tips for Professional Networking, Business & Marketing.

Pitch your services to your network

It might seem like a no brainer, but talking your friends about your work and what you can offer, they could also help you connect with new clients. Be sure to tell them you’re looking for referrals and new business opportunities.

Try to work your role into conversations with new people you meet the guy or girl in your gym might be buying a house or needing a will.

3. Develop your personal brand outside of your law firm

Don’t just be considered junior solicitor, make sure you tell your contacts about you and your skills. What’s different about you? Do you have a skill or a greater understanding in a certain area? Try to find your unique selling point and build your personal brand around it. Lawyers weekly recently published an insightful article that explores this topic in more depth here.

4. Never stop learning

Expand your knowledge, find out everyone’s skill set, find the gaps and see if you can fill them. Keep an eye out for emerging law areas and try to get ahead of the game.

Although bringing in new clients will never be simple, these tips are a great place to start. For more resources on this topic head over to the resource page.

Law Talk

Queensland Law Society advocates for good law, support good lawyers and always act in the public good. Law Talk is our publication where we share advice and thought pieces about working in the profession.

Hannah Hearne

Written by

Marketing coordinator at Queensland Law Society. Early Career Lawyer Committee member.

Law Talk

Law Talk

Queensland Law Society advocates for good law, support good lawyers and always act in the public good. Law Talk is our publication where we share advice and thought pieces about working in the profession.

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