Wasted Opportunity?
1 April 2007When you attend a local bar meeting or CLE course, are you checking out the competition or making friends and possible sources of referrals? Some solo attorneys tend to have a general practice that handles every client that calls or walks in. For the most part though, solo attorneys are focusing their practice on only a few related areas. Who do you refer your clients to for service outside your practice area? Are other attorneys making referrals to you?
Lets say you focus your practice on family law and bankruptcy. Shouldn’t you approach attorneys who do not practice in those areas to ask for referrals? Or better yet, meet with those attorneys to see if you are comfortable with making referrals to them. If a client has a problem outside your area of expertise, you need to either develop the necessary competence to represent the client or decline to represent the client. If you are going to decline representation, aren’t you providing your client with better service if you can recommend an attorney that you have met rather than leave your client to browse the yellow pages? I am not suggesting you give your client a stronger recommendation than is warranted by your knowledge of the other attorney. Just simply state you have met this attorney and you believe they will appreciate hearing from your client. Ask the client to report back to you with their impression of the attorney. Extend the level of service you are able to offer your clients by making selective referrals outside your practice area.
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