This is the first post in a series which is going to address the commonly asked question of “how do I bring in clients at my law firm?” Why do I say this is a commonly asked question? Simple, in looking at our analytics, I noticed that quite a few attorneys are firing up the good ol’ Google machine and typing in that query, or something similar. The thing is, however, that most lawyers are going to go down the wrong path when trying to answer the “get more clients” question. That path will take them to a place where they work harder, and increase their stress, for the same amount of money that they’re already making. To put it simply, if you don’t follow the right methods then you’ll be walking in the footprints of this guy:
Personally, I think life will be more enjoyable for those who choose to do it the right way, which can result in one looking like this:
So, let’s get to it.
I’m going to look at a few different topics over the course of my coming articles. These discussions will look at:
- Why “how do I get more clients” is the wrong question to be asking
- Why you should always look to referrals first, and how to build your referral base
- Why, after referrals, your focus should be on building up your blog and video library
While I think all three of these points are crucial, the first might be the most important. This is because the typical attorney thinks that growing their income starts by increasing revenue. The truth, however, is that the overwhelming majority of law firms are operating with an extreme level of inefficiency. This means that, for every one dollar of fees that are generated, a substantial amount of net income gets lost to that inefficiency. So, in other words, cleaning up one’s act can greatly increase the firm’s net income without having to increase the inflow of clients. Most important is the fact that you need to focus on cleaning up your inefficiencies before you try getting new clients. Otherwise you’re busting your rear-end to bring in business just so that new revenue can leak out to inefficiency.
Of course everyone reading this is thinking “but I’m efficient.” To that, I say – probably not. This is why my first article will focus on keeping more of what you bring in. Once we’ve got that part of your business on track, we’ll move on to how you can bring in clients in the most cost effective ways possible (usually for free). Stay tuned.
Why do you feel so many firms focus on bringing in clients before focusing on improving their inefficient office? Please chime in through the comment form below.