One query I routinely get requested by different attorneys is how I originated varied purchasers I work for in my authorized apply. In response, I inform individuals the often-circuitous approach that I used to be capable of safe among the greatest purchasers for which I do work. Upon reflection of my very own enterprise growth efforts and people of different individuals, I not too long ago got here to the conclusion that among the greatest accounts attorneys safe can come from comparatively small favors that lawyer did for the referring legal professional. Individuals ought to preserve this in thoughts after they consider their very own enterprise growth objectives.
Towards the start of my profession, I used to be an affiliate at a Biglaw store, and the general public in my workplace labored on one extraordinarily giant matter. This portfolio of authorized work was price tens of thousands and thousands of {dollars} a yr and tons of of thousands and thousands of {dollars} whole as soon as the authorized matter was fully resolved. One time, I requested the accomplice in control of the matter how he was capable of safe such a profitable quantity of labor, believing that this referral should have been the results of important effort.
The accomplice informed me that he was referred this matter by somebody he labored with a long time in the past who moved to numerous in-house roles. At one level, the referring legal professional was laid off from a job, and the accomplice informed this individual that he at all times had a spot to work on the agency the accomplice was at throughout this time. The accomplice additionally helped the referring legal professional get interviews with varied alternatives within the authorized occupation, and this different legal professional finally landed at one other in-house place the place he was the purpose particular person for a particularly giant matter.
When it got here time for this lawyer to decide on a legislation agency that will deal with a major portfolio of labor for the shopper, the lawyer selected the accomplice who had been good to him after he misplaced his job years earlier. Positive, this accomplice nonetheless wanted to do the entire pitches and different work that’s typical relating to creating new enterprise, however the accomplice had a bonus all through the method attributable to his generosity up to now. Consequently, the accomplice acquired a career-altering quantity of labor that fully modified the trajectory of his profession (to not point out his funds as effectively).
In my very own profession, sure easy favors have led to among the greatest referrals which have enriched my apply. Near 10 years in the past, I met a lawyer who doesn’t apply in the identical areas as I do, however who serves nationwide purchasers that generally have authorized wants within the jurisdictions during which I apply legislation. Through the years, this legal professional has requested me varied questions concerning the legislation in my jurisdiction simply to ensure that his purchasers are secure when their operations tangentially contain the jurisdictions the place I apply legislation. It normally solely takes me about half-hour or so to reply these questions, and our conversations are at all times pleasant, so I’m pleased to do that work simply to assist out a pal.
Through the years, this legal professional tried to refer work to me within the jurisdictions the place I apply legislation, however this by no means led to a lot work. Nonetheless, this lawyer extra not too long ago referred a matter to me that led to a major quantity of labor for my apply. A regional enterprise that was a shopper of this lawyer had a litigation matter in a jurisdiction the place I apply legislation, and I dealt with that matter for the shopper. Ultimately I deal with an increasing number of work for this shopper within the jurisdictions the place I’m licensed to apply legislation, and the quantity of labor from this shopper was important to my agency.
All informed, it by no means hurts to be good to somebody within the authorized occupation if one other lawyer wants a favor. Not solely is it normally the best factor to do, it’d result in main referrals that may change the trajectory of somebody’s profession.
Jordan Rothman is a accomplice of The Rothman Law Firm, a full-service New York and New Jersey legislation agency. He’s additionally the founding father of Student Debt Diaries, an internet site discussing how he paid off his pupil loans. You may attain Jordan via e-mail at jordan@rothmanlawyer.com.
