In the realm of legal professions, there is often a question of how a lawyer can secure significant clients for their practice. Interestingly, it has been observed that the largest accounts can sometimes be attributed to relatively small favors that the attorney did for the referring individual. This insight warrants reflection when evaluating one’s business-development goals.
In his early career, the author once found himself inquiring how a partner at his Biglaw shop managed to secure a hugely profitable legal work portfolio. The partner explained it was through a referral by a colleague he had worked with decades back who had moved into various in-house roles. At a point, the referring attorney faced a layoff from a job, and the partner offered him the assurance of always having a place at his firm during those trying times. Furthermore, the partner assisted the referring attorney in securing interviews within the legal profession.
As a consequence, when it came time for the lawyer to select a law firm capable of handling a substantial work portfolio, he chose the partner who had been kind to him following his job loss. Although the partner still went through the usual procedures of pitches and several other tasks characteristic of new business development, his past generosity acted as a competitive edge in the process. This favor returned to him a career-altering volume of work that greatly influenced both his career trajectory and finances.
In the author’s career also, minor favors have resulted in some of his most significant referrals. An attorney he met a decade back, who practiced in different law areas, occasionally required his expert opinion about the laws in his jurisdiction for his national clients’ safety. Although these inquiries did not result in much work initially, the attorney eventually referred a litigation matter, which led to a considerable workload for the author’s practice. Despite operating in different jurisdictions, he was able to handle more and more work for this client, thereby greatly benefiting his firm.
The message here is that being kind and forthcoming in the legal sector, particularly if another lawyer needs a favor, can yield big dividends. Not only is it the morally upright approach, but it may also pave the way to significant referrals with implications for changing the direction of someone’s career. In essence, small favors can lead to big referrals. More detailed information can be found at Above the Law.