From my own experience over two decades, clients are the best source of new work for law firms.  Second best are referral sources.  Okay, you’ve heard me toot that horn a few times I know (here, here, and here), but it’s true, really. Now, according to a post  by Jim Hassert, research backs that up.

Jim is doing a series on the “Six facts every lawyer must know to develop business.”  Last week was “Fact 2: You must start with current clients.”  He quotes from The Rainmakers’ Toolkit by Harry Mills as follows:

                "Research shows:

So, your planning and legal marketing efforts should put the emphasis on clients first and foremost.

If you want to read Jim’s Fact 1 – “There are many ways to sell” click here.  Next time I want to address his Fact 3 about listening.  If you don’t want to wait, check it out here.