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Networking with attorneys can be a waste of time. But I joined a networking club where I was one of the only attorneys surrounded by private equity and financial professionals and I got several deals from that group as a junior. Partners were shocked that a 3rd year was bringing in M&A deals already. But I went in house after 4th year and no longer need to generate business for myself.
Another way to generate business is to publish articles related to the work you do. I got several clients that way between 2nd and 4th year. They’d literally call my office after seeing my article.
I’d love to know the club too!
In all seriousness - reach out to as many of your former classmates as you can find who aren't practicing at a law firm and are in a business environment or business-adjacent role. Take them to coffee/lunch/dinner. Don't pitch them the first meeting; be a pleasant companion, offer that if they ever need CLEs or whatnot that you'd be happy to pull one together for them.
People remember who they have pleasant BD interactions with and who just does a heavy pitch. As a client, I've never hired the latter.
I do commercial lit as well. I’m solo as of a few months now, and I have about 6-8 active litigation files and all of my cases came from other lawyers in the last few months. I usually ask people out to 1-2-1s over breakfast or coffee. I also post on LinkedIn and sometimes Instagram, about law related stuff, just so people remember I exist.
Most of my new business is from attorney referrals. I hate when people say that networking with attorneys is a waste of time. What happens when those attorneys go in house? Think they'll refer to the people who ignored them before they went in house? Or the ones who were kind to them without an agenda?
Focus on meeting and making connections with your contemporary colleagues, be it your opposing counsel, client team members that aren't yet decision makers, etc. Those people will move to similar companies, change firms, go in house. It doesn't happen over night, but it's a worthwhile investment.
Practice areas are construction and govcon.
Doing lots of public speaking and just attending industry events is helpful too. You may focus on one specific industry or niche where not a lot of lawyers practice in such that clients will have to hire you.
I get almost all my cases from three sources. The best source are lawyers I have worked with in the past or who were opposing counsel in past cases. Even people that I thought hated me have referred cases to me. Second best source is former clients. Sometimes they work in new companies or they refer their friends. Huge source of clients. I could get WAY more clients this way, but they are mostly annoying clients with annoying problems, but joining facebook groups and monitoring them for requests for attorneys can get you a lot of clients quickly. The best are business related groups for networking or referrals. They have them for contractors, business generally, insurance sales, etc. People ask for attorneys somewhat regularly in these groups. If you direct message people as soon as they post, you have a very good chance of securing a new client. I am grateful I don't need to do this, but it is shockingly effective in my experience. If you want to be more proactive, you can post for yourself in these groups pitching your services. I have generated multiple clients form a single well written post before offering to solve a very common problem for members of that group.
What is your practice area?
Commercial litigation