Advice for New Attorneys on How to Build a Client Base and Develop Strong Client Relationships

Prioritize Client-Centric Service

Looking back at the initial years of my practice, one insight stands out starkly: the essence of being an attorney is deeply rooted in client-centric service. Reflecting on my early career, a significant part of the positive feedback I received stemmed from my accessibility.

Clients often highlighted how my availability contrasted with their experiences with other lawyers at the firm. Achieving a harmonious balance between delivering substantial work output and maintaining meaningful client interactions presents a challenge. The inclination to prioritize production over client engagement is understandable, especially considering that supervisory attorneys closely scrutinize a young lawyer’s work. However, this focus on output can inadvertently lead to the neglect of client relationships, primarily because the repercussions of such neglect only surface in the event of unfavorable outcomes. The disparity in feedback mechanisms thus tends to favor production, overshadowing the importance of client satisfaction and relationship building. Recognizing and addressing this imbalance early on is crucial for fostering strong client relationships and building a robust client base.

–Chris McGhee, Maine

Three Client-Development Rules for Your First Three Years of Practice

Although somewhat intuitive, I wish I better understood three basic “rules” of client development in my first three years of practice.

1.     Bringing in Business Does Not Happen Overnight

Although you might get lucky and bring in business after one chance meeting, it’s more likely that you’ll need to foster a relationship over many months, even years, before someone is willing and able to send you business. You may spend many hours networking before finding the type of event and audience that best suits you and then many more developing relationships and earning the trust of potential clients. Even then, it may be a while before the potential client has a new matter that they might look to you for support. And depending on your firm’s stance, you may not get any “credit” for the hours you spend networking. You may still be expected to meet your billable hour requirement, leaving little room in your schedule for much else. It may be hard to find balance.

2.     Having a Client Base Gives You Leverage

If you successfully bring in a decent amount of business, you will have the leverage to negotiate with your firm. They will not want you to leave the firm and take the clients with you. Meeting or exceeding your billable hour requirement is unlikely to give you the same level of leverage.

3.     Everyone You Meet Could Be a Client

Nearly any interaction—from the sidelines of the soccer field to the line at the grocery store—could be the start of a client relationship. If you’re serious about client development, try to always be “on.” Make a good first impression and expect that you’ll see them again.

If I’d realized these things earlier, I probably would have developed a business or left private practice sooner. Either way, I would have struggled and stressed less.

–C. Nicole Sullivan, New Jersey

Find Time to Share with Clients in a Low-Stakes Activity

The first step in building a client base begins with your work for existing clients. While it may seem obvious, the most important thing you can do as a young attorney is to communicate effectively with those who trust your colleagues and your firm. Over time, you will share in these relationships and begin building your own.

So much of what we do as lawyers relies on our ability to solve problems for our clients. You want to position yourself as the attorney someone should call when they need legal help. If you pay attention to detail, communicate clearly, and always do your best work, your client relationships will be stronger. You know you’re managing your client relationships well when you get a call from someone who has moved or changed jobs but still reaches out to you first.

As a young lawyer, someone has probably told you that not every day will be your best day at the office. The same applies to client development—it won’t always be your favorite part of the day. That said, developing and strengthening client relationships doesn’t have to be dull. I have enjoyed playing softball and fantasy football with existing and prospective clients. Nothing is special about these activities, but I have found that sharing time with clients in a low-stakes way helps strengthen relationships. You could consider hitting the golf course, sharing a good meal, or even involving the kids. Any shared interest that comes up in small talk is a great opportunity to spend time with clients outside of work, so get out there and have some fun!

–Luke VanFleteren, Kansas

Get to Know Your Clients and Help Guide Them Through the Process

In my early years of practice, I wish I had known that you do not need to do anything fancy to build good client relationships. I have found that most clients just want to be heard and tell their stories. By actively listening and showing empathy for their situation, the clients connect with me quicker and provide me with necessary information about their case, leading to quicker resolutions.

I also provide the client with a road map to give them an idea of what their case might look like. This helps manage client expectations and gives them a tool to refer to throughout the case’s progression. Additionally, if I help a client set up a new business entity, showing genuine interest in the client’s business can go a long way and lead to more work. For example, I attend most of my client’s grand openings. Clients are happy to see me, appreciate the support, and introduce me to other people who need legal work done. If I could go back, I would tell my younger self to slow down and get to know your clients. Over time, I have learned that building good client relationships leads to several referrals and more work in the future. Building these strong client relationships has been the foundation for my practice’s solid client base.

–Alexa Pyette, Idaho

Network Beyond Your Geographic Footprint

I have found involvement in the ABA invaluable in my professional development. Although I have only been a leader in the Young Lawyers Division for a couple of years, this time has been packed with opportunities to network and get involved with other lawyers across the county. I am often one of the few lawyers in Connecticut many of my YLD colleagues know, and this has been incredibly helpful in building my book of business.

At the ABA conferences I’ve attended, I’ve spoken with attorneys from a wide range of practice areas. This has led to me expanding my practice and, as a result, taking advantage of my ever-growing network within this new area. Ultimately, being an ABA member, and in particular, a member of the YLD, has helped me not only to get noticed outside of my sometimes-small legal community but has also allowed me to gain the confidence to become a leader in both my state and the greater bar association as a whole.

–Alison Toumekian, Connecticut 

Have Compassion, but Set Boundaries for Yourself

I wish I had known early on that building a great client base starts with networking yourself. Put yourself out there with your clients and let them know that you are willing to help their friends and family who might need legal services. Get involved in different organizations, such as your local or state bar, or even get further connected in the ABA.

When it comes to developing strong client relationships, it starts with meeting your clients where they are. Most of the time, clients can be scared or in new territory when it comes to needing a lawyer. Have compassion and understanding for the needs of clients, but also have good boundaries for yourself.

–Keegan Tinney, Missouri

Build Relationships Well Beyond Legal Circles

In my first three years of practice, I wish I had understood the power of networking beyond just legal circles. While law school teaches the law, it often overlooks the importance of personal connections in building a successful client base. I’d advise building genuine relationships with individuals and businesses in various industries, not solely relying on legal networks. Attend local events, join community organizations, and engage in social activities to expand your network.

Additionally, I would emphasize the significance of communication skills and empathy in client relationships. Listening to clients’ needs, communicating effectively, and showing genuine care for their concerns can go a long way in fostering trust and loyalty.

Finally, I would stress the importance of consistency and perseverance. Building a client base takes time and effort, and staying dedicated and persistent is essential, even in the face of challenges or setbacks. Overall, prioritizing genuine connections, effective communication, and persistence would have been invaluable lessons in my early years of practice.

–Randy Gordon, Oklahoma

Adapting to Changing Client Needs Is Key

Everyone has more to learn about building a client base and developing client relationships. There is no right answer; what clients want today is constantly changing, and attorneys must adapt. My firm is always looking for new ways to get feedback from our clients and learn how we can improve our practice. At the end of the day, we provide a service to our clients; there is always new knowledge to be gained from our clients on how we did and how we can improve. The most important thing to do is remember to ask for feedback.

–Frank LaPorte-Jenner, Arkansas

Develop Relationships with Everyone—Not just Individuals You View as Potential Clients

Be outgoing and develop working relationships with everyone. I never realized how many fellow associates, lower-level client contacts, and even friends would later end up in a decision-maker position to hire me. The key to developing strong relationships, at least to me, has always been:

1. be authentically yourself;
2. be timely on work product and put out good quality work; and
3. be the first to correct a mistake.

Those with whom you interact will become your future clients, so treat them like that even when they are not in a decision-making capacity.

–Gage Zobell, Utah

Understand What Your Client Base Is Based on Your Career Stage and Develop the Relationship Accordingly

In your first three years of practice, it is important to understand what your client base is at that time in your career and how to support and develop those relationships. In a firm setting, developing a strong internal client relationship helps ensure you have more opportunities to work on projects and gain additional assignments.

Building external client relationships early in your legal career involves an understanding that much of our client interactions involve counseling clients, which can involve non-legal topics. Law school teaches you to hear a problem and walk through the “fix.” What you learn in practice is that it is rare for a client to come to you with just the “problem” needing a “fix.” There are additional concerns, including the impact on the client’s personal life, which may require a strong “ear” (or shoulder to cry on) and additional support. Understanding and managing this dynamic will help you be a stronger advocate and support for your client.

–Sheila Abron, South Carolina