Positioning Your Firm to Attract Referrals - Part 2

Last month we published a blog highlighting the value of providing exceptional customer service. Today, we are back with part two of the series which takes a look at what steps you can take to nurture relationships with current clients.


When it comes to generating new business at your firm, a productive strategy is to ask your current clients for referrals. Here are some simple ideas to show clients you care about your relationship:

  • Send a holiday or birthday card
  • Schedule a lunch
  • Offer them event tickets
  • Invite them to a open house at your office
  • Host a seminar in your area of expertise

Another way to keep in touch with current and past clients on a regular basis is by sending out a monthly e-newsletter that highlights legal trends, spotlights new employees and announcements on any legal accolades attorneys at the firm has received. An e-newsletter is not only an inexpensive way to stay in touch, but it is also a valuable place to showcase achievements that your firm has earned.

Hear from one of our Selectees

When it comes to thanking clients, advisory board member Andrew L. Oringer, from Dechert LLP in New York City, takes a broad approach. He's made lighthearted client interactions into a substantial part of his business by sending out T-shirts branded with his practice area (the Employee Retirement Income Security Act, or "ERISA") and even taking a client team to a Broadway show along with him and his wife.

Whichever methods of outreach you choose, the most important thing to realize is that your current client base is a valuable source of word-of-mouth referrals-a source you need to maintain. To learn more about the simple steps you can take to gain more qualified leads and drive future business, download our free Playbook, Master the Art of Referrals.