Growing Your Client Base Should Be Your First Priority

Growing Your Client Base Should Be Your First Priority

Growing a law firm, just like any other business, is an overwhelming task. As you think about your goals and priorities, you may find yourself unsure of what to focus on or where to start. The answer to that conundrum is quite simple: your first priority is to build your client base.

While it can be tempting to focus your energies and time on building internal procedures for your growing law firm (such as office management, for example), the only way to ensure the success and growth of your firm is to build externally. And for a law firm, building externally means pulling in those clients. It may take the first year, or it may take two or three years, but in order to thrive and survive, you will need to reach a steady intake of income, and clients are the only way to do this.

There is no simple way to build your client base. It takes hard work, determination and perseverance. Essentially, you will have to perform a task that many lawyers dread most: marketing your law firm. Determine how you will advertise so that potential clients can hear and see your name. Make a commercial, put up a billboard, get an ad on the radio and build a website.

Begin networking and develop a steady base of referrals and former clients who can spread the word about your firm or can return to you for future cases. You will undoubtedly find that this phase of growth and development will alternately shoot forward and slow down in progress, but no matter how much you may hate the marketing side of building your firm, stick with generating your client base. Without these clients, you won’t grow, which means you won’t be building your resources and earning the living you want or need.

So what’s the take-away here? Market, market, market and build that client base. This is how you grow and earn. Only when you have successfully reached your first benchmark goal of income and developed a secure client base will you be secure enough to turn your focus to the internal operations of your law firm.

The resources and security you will glean from taking the time to generate clients and build a security net of income will take your law firm from a small operation that limps along to a firm with a secure foundation that will provide not only for your future, but will also allow you to leave your mark on the legal profession.


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Jared Pierce hung his own shingle right out of law school and has spent every minute since then discovering the joys and difficulties of chasing success. Anyone who has ever met Jared will tell you h


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