Legal Marketing Blog

If you are like many lawyers, I know the answer. That isn’t a criticism per se. It’s merely recognizing that busy lawyers sometimes overlook the most basic of business development techiques. We know that the best sources of new business, as I have said many tmes (here, here, here and here), are clients (either in the form of new work or referrals) and other referral sources. So, why are so many remiss at thanking the sources of their business?

It’s baffling actually. I remember hearing many years ago about a firm in New York that had received 10 referrals from (obviously) a fan, and the firm admitted that it had NEVER EVEN thanked the person.

Why? Well, probably the lawyer is so happy to get the new work, the he or she jumps right into serving that new client. That’s a good thing. However, if they forget to thank the source of the new business, that’s a bad thing. 

As my friend Thom Singer at Some Assembly Required tells us in a post he calls “Express Your Appreciation” many lawyers “[w]hile they had great intentions to say ‘thank you’ to the person who made the referral, once some time passes the immediacy to properly express gratitude begins to dwindle.”

Please, don’t let time get away from you when you get a referral. Send a handwritten note the VERY same day. Might just lead to more referrals. The alternative doesn't bode well for the future of your practice.

Tom,
Great point! I don't think that this can be overstated. In fact I am a big fan of Thom Singer. He did one of his radio shows talking about this tool http://www.referralkey.com

According to Singer it manages users incoming and outgoing referrals and ensures a reciprocal relationship. So I went and checked out the free trial. (Great for Lawyers)

I think it addresses some of the serious issues you are raising.

I'm sure we have all injured or lost professional relationships. While I don't believe that every relationship can be fully developed, I do believe managing certain relationships more effectively has evolved my practice into what it is today.

Best,
Joseph