“Here’s a common scenario: your friend calls you and says, “I’m getting divorced—can you help?”
But you’re a corporate lawyer.
Non-lawyers often don’t understand that legal practice is highly specialized. To them, a lawyer is a lawyer, which is why referrals bounce across practice areas all the time. For personal injury or family law attorneys, other lawyers might be your best referral sources — that’s why showing up at bar associations or attorney networking events can be a goldmine. For corporate attorneys, the best leads might come from accountants, bankers, VCs, or PE professionals. It all depends on your niche — and your ideal client.
So how do you find your best referral source? Make a list of the 10 best clients you’ve ever had. Then, write down who referred them — and look for the pattern. Was it accountants? Bankers? Other lawyers? Once you spot the trend, go build relationships with more people just like them.
The key to great referrals isn’t casting a wider net, it’s fishing in the right pond.”
– Hugo E. Gomez, Founder (Abogados NOW)