How to find new clients for my employment law business?

[pauloroberto]

I'm an employment lawyer. I've built a successful business by offering clients a retainer service rather than charging an hourly rate. Unlike many of our competitors, we provide robust advice that helps clients meet their commercial objectives rather than getting bogged down in endless procedures.

We currently have 350 clients and I have set a target of 400 by the end of the year. (Partly because my son is nagging me to get a better car!) Any ideas to find new clients and turbocharge our growth would be very welcome.

Thanks!

[Simpo Two]

Ask your son to find them

[Monkeylegend]

How did you find your first 350 clients, website, advertising, word of mouth, direct canvassing?

If you are running a successful business surely you just do more of the same, unless you are hoping to pick up another 50 clients from PH with this post

[pauloroberto]

Many of our clients have been recommended by existing clients. That's great (and shows we are doing something right) but I would prefer to be more proactive.

Pre Covid we also picked up clients by speaking at events. Many of those events are no longer happening, hence the need to find new sources of work.

[Eric Mc]

pauloroberto said:

Many of our clients have been recommended by existing clients. That's great (and shows we are doing something right) but I would prefer to be more proactive.

Pre Covid we also picked up clients by speaking at events. Many of those events are no longer happening, hence the need to find new sources of work.

Does your professional body hold webinars?

Do you have any contact with organisations that hold webinars?

Webinars have replaced actual events in the post covid world.

[MOMACC]

Ring each client and ask them to introduce you to one of their clients.

[DSLiverpool]

Ask your existing clients if they can recommend you to others with a free month or gift for successful ones.

SEO the website

[SimonKD]

Do you do any SEO for your site? I'd suggest doing local citations and reviews. As mentioned here https://smith.ai/blog/5-best-practices-law-firm-se... it would give a stronger online reputation and higher local search engine rankings. That would certainly speed up the process.

Edited by SimonKD on Friday 6th September 09:38

[StevieBee]

pauloroberto said:

Pre Covid we also picked up clients by speaking at events. Many of those events are no longer happening, hence the need to find new sources of work.

Speaking at events is indeed a good way to hoover up clients. The two biggest projects I've ever done came as a direct result of me speaking at two separate conferences and have won others this way as well.

There may be a reason why those events no longer happen but if there isn't, why not organise your own? These need not be expansive or lavish but a few one-day type conferences here and there are reasonably easy to organise and promote.

We did similar but organised a series of training events around the UK. Training is even better because participants pay to attend so your costs are covered and may even make a profit on the events themselves. Does require a bit more input though. We did this twice. The first we did entirely on our own but the second year we buddied up with a trade journal.

[Insurancejon]

Partner with your local (or not so local) independent commercial insurance brokers. Most will have clients who need your service

[EW109]

pauloroberto said:

I'm an employment lawyer. I've built a successful business by offering clients a retainer service rather than charging an hourly rate. Unlike many of our competitors, we provide robust advice that helps clients meet their commercial objectives rather than getting bogged down in endless procedures.

We currently have 350 clients and I have set a target of 400 by the end of the year. (Partly because my son is nagging me to get a better car!) Any ideas to find new clients and turbocharge our growth would be very welcome.

Thanks!

You might want to give some thought to whether what you are providing amounts to insurance for the purposes of the FSMA Regulated Activities Order: see PERG 6 -- especially 6.7.20.

[miniman]

Write regularly on LinkedIn and work your network.

[Andrew[MG]]

StevieBee said:

pauloroberto said:

Pre Covid we also picked up clients by speaking at events. Many of those events are no longer happening, hence the need to find new sources of work.

Speaking at events is indeed a good way to hoover up clients. The two biggest projects I've ever done came as a direct result of me speaking at two separate conferences and have won others this way as well.

There may be a reason why those events no longer happen but if there isn't, why not organise your own? These need not be expansive or lavish but a few one-day type conferences here and there are reasonably easy to organise and promote.

We did similar but organised a series of training events around the UK. Training is even better because participants pay to attend so your costs are covered and may even make a profit on the events themselves. Does require a bit more input though. We did this twice. The first we did entirely on our own but the second year we buddied up with a trade journal.

Exactly this (either the free event or the paid training one). I'd do sector-specific ones and go really personal on the invites - target the actual businesses you want as clients. Via your CRM/accounting software, check which sectors are your most profitable.