Lawyer Networking: How to Build Relationships That Send You Cases

Referrals are still one of the best sources of cases a law firm has. A referred client arrives already trusting you, because someone they trust sent them. Those referrals do not happen by chance. They come from relationships you build on purpose and keep up over years. This guide covers who to build them with, where to meet people, how to become the lawyer others think of first, and the ethics rules that apply.

Who to network with

For an injury firm, the people worth knowing are the ones who meet injured people before a lawyer does, or who turn away cases you handle.

• Lawyers in other practice areas. Family, criminal, estate, business and real estate lawyers all hear about accidents from their own clients and need someone to send them to.
• Injury lawyers in other places. A firm in another state or city often gets calls about accidents in yours.
• Lawyers who do not try cases. Some firms sign cases and refer the larger ones out for trial. If you try cases, they need you.
• Past clients. A client you treated well will send friends and family, if they remember you.
• Other professionals and community contacts. Accountants, financial advisers, insurance agents and community leaders all know people who get hurt.

Where to meet people

• Bar associations. Local and state bars, and their practice sections, are the most direct way to meet other lawyers. Serving on a committee does more than attending events.
• Practice groups and CLE. Trial lawyer groups and continuing education courses put you in a room with lawyers who handle related cases.
• Local business groups. Chambers of commerce and business networking groups connect you with professionals outside the law.
• Community involvement. Volunteer work, boards and local events build the kind of name recognition that leads to referrals.
• Online. LinkedIn keeps you in touch between meetings. See LinkedIn for lawyers.

Pick a few places and show up regularly. Being a familiar face in two groups beats being a stranger in ten.

Become the lawyer people refer to

People refer to the lawyer they remember, trust and find easy to send work to.

• Be specific about what you take. Saying you handle car crashes, truck accidents and serious injuries in your state is easier to remember than saying you do personal injury.
• Refer out generously. Send cases you do not handle to the lawyers you meet. Referrals tend to flow both ways.
• Answer fast. A referred caller who reaches voicemail may call someone else, and the lawyer who sent them notices.
• Close the loop. Tell the referring person you received the referral and thank them, while keeping client details confidential.
• Do good work. The best way to get the next referral is to handle the last one well.

Follow up and stay in touch

Most networking value is lost after the first meeting. A simple system keeps it:

• Write it down. Record who you met, where, what they do and what kinds of cases they see. A law firm CRM makes this easy.
• Follow up within a few days with a short note, not a sales pitch.
• Stay in touch. A coffee, a call or a useful article now and then. A law firm newsletter can keep past clients and contacts hearing from you.
• Track every referral source. Know which relationships actually send cases, and spend more time on those.

The ethics rules on referrals

Networking is allowed and encouraged, but a few ethics rules apply. Most states base theirs on the ABA Model Rules cited below, so check your own state's version.

• No paying for recommendations. Rule 7.2(b) bars giving anything of value to someone for recommending you, with narrow exceptions, such as a reciprocal referral agreement with another lawyer or professional that is not exclusive and that the client is told about, and a small thank you gift that is not a form of payment.
• Fee sharing with another lawyer has conditions. Under Rule 1.5(e), a split is usually allowed only in proportion to the work done or with joint responsibility, the client agrees in writing, and the total fee is reasonable. See attorney referral fees.
• No soliciting injured people. Rule 7.3 limits live, person to person contact with potential clients. Networking with other lawyers and professionals is different, but nobody should approach accident victims on your behalf.
• Keep client information confidential. Rule 1.6 applies to updates you give a referral source. Share only what the client has agreed to.

For how referral services differ from networking and advertising, see lawyer referral service.

Make sure intake is ready for referrals

A referred caller expects to be treated well because someone vouched for you. If they reach voicemail or wait days for a callback, you lose the case and some of the referral source's trust. Make sure someone answers live, knows to ask how the caller heard about you, and records the referral source every time. The personal injury intake guide covers the process, and speed to lead covers why the first minutes matter.

When networking is not enough

Networking builds slowly. It is a strong base, but it is hard to grow on demand, and a firm that wants more cases this quarter usually adds other channels. See how to get clients as a lawyer and lawyer marketing ideas for options, and law firm KPIs for comparing them by cost per signed case.

The short version

Build relationships with lawyers in other practice areas, injury lawyers in other places, past clients and professionals who meet injured people. Show up regularly in a few places, be specific about the cases you take, refer out generously, answer every referred call quickly, and follow up. Never pay for recommendations, follow your state's rules on fee sharing, and keep client details confidential.