The Others: Networking for Referrals from Non-Lawyers
Last time, in this space, we addressed the fact that attorneys can exercise ‘the nuclear option’ on any case referral, at any time: they can keep it for themselves. That’s why it’s so valuable to also network for referrals from non-attorney professionals, who have to find a lawyer to deliver referrals to. But, if you’re comfortable networking with other attorneys, but not non-attorneys, these strategies should help: -Just as you should find lawyers with complementary practices areas to refer cases to, and to be referred cases from, you should find non-lawyer professionals with complementary business models to refer business to and to get business from. So, if you focus on motor vehicle accidents, it helps to know someone who runs a body shop. -Endeavor to make presentations in your local community that will draw potential clients and potential referral sources. If you have not yet developed your reputation in the local comm...