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Building a successful legal practice isn’t nearly as complicated as most lawyers make it out to be. I’ve seen many talented attorneys get stuck thinking they need some secret formula or superhuman abilities to make it happen. The reality? It’s much simpler than that. Here are 10 straightforward principles for building a thriving law practice.
1. Be a good lawyer (you don't need to be "great"). You don't need to be the absolute best at what you do. Being reliably good for a long period of time is worth far more than occasional flashes of brilliance. Your clients need solid, dependable legal work - not perfection. Focus on consistently delivering quality results and you'll compound your results.
2. Focus on other people's outcomes (not your own). Lawyers fall short when they approach business development with a "me-first" mentality - focusing on their expertise, their accomplishments, their needs. But here's the thing: your best opportunities come from truly understanding and caring about your clients' world. Ask about their industry challenges. Learn about their five-year goals. Read what they read. When you operate from this place of genuine interest and investment in their success, you become more than just a lawyer - you become a trusted advisor.
3. Carve out small blocks of time (big ones are not required). Who has huge chunks of free time anyway? The good news is you don't need them. A quick 15-minute call to check in with a client, a brief email to a colleague, or a short LinkedIn post during your coffee break - these small actions add up surprisingly fast.
4. Have an abundance mindset (not a scarcity mindset). The legal pie is plenty big enough for everyone. When you stop seeing other lawyers (especially your colleagues) as competition and start seeing them as potential allies, referral sources, and collaborators, amazing things happen. Share knowledge, make introductions, help others succeed - the rule of reciprocity dictates that it all comes back around.
5. Be steadily consistent (not episodically intense). You know those lawyers who disappear for months and then suddenly blast out fifty networking emails? Don't be that lawyer. Small, regular efforts beat sporadic bursts of activity every time. Think marathon, not sprint.
6. Be curious and ask questions (don't try to have all the answers). The best lawyers aren't the ones with all the answers - they're the ones who ask the right questions. Get genuinely curious about your clients' businesses and challenges. People can tell when you're really interested in understanding their situation, and have the confidence to not try to project that they know everything.
7. Share credit (don't hoard it). When you land a new client, win a case, or close a deal, spread the love around. Thank your team, acknowledge the referring attorney, give props to the paralegal who stayed late. It costs nothing to be generous with credit, and the goodwill you build is priceless.
8. Specialize in something for someone (not everything for everyone). You can't be all things to all people - and you shouldn't try. Pick your lane and own it. Being known as "the go-to person for tech startup IP issues" beats being "a lawyer who does lots of different stuff" any day of the week.
9. Nurture existing client relationships (don't take them for granted). Your current clients are gold - treat them that way. Check in regularly, send them relevant updates, remember their kids' names. These relationships are the foundation of your practice, so don't get so caught up chasing new clients that you neglect the ones you have.
10. Stick with it and build momentum (don't lose faith in yourself). Building a practice takes time, and there will be moments when you wonder if you're on the right track. Keep going. Every successful lawyer has been through these doubts. Stay consistent, keep serving your clients well, and the momentum will build.
The bottom line? Building a successful practice isn't about revolutionary strategies or working yourself to death. It's about consistently doing the right things, focusing on others' success, and having the patience to let your efforts compound over time. Keep it simple, stay genuine, and trust the process. You can do this.
Jay Harrington is president of our agency, a published author, and nationally-recognized expert in thought-leadership marketing.
From strategic planning to writing, podcasting, video marketing, and design, Jay and his team help lawyers and law firms turn expertise into thought leadership, and thought leadership into new business. Get in touch to learn more about the consulting and coaching services we provide. You can reach Jay at jay@hcommunications.biz.