Solo In Chicago…Grow Your Practice!

Other lawyers are potentially great referral sources but I think a lot of people (myself included) don’t always pursue these effectively. Initially when I went solo I sent out a large mailing to other small firm attorneys in the area essentially announcing the firm, seeking referrals and volunteering for any court coverage that they may need. There was little to no return from this.

What is an effective method for seeking referrals from other lawyers? As a general rule, I think the development of relationships is important…a mere mailing won’t do it. Make friendships. Some helpful guidelines:

1. Attorneys outside your geographic region. Both locally and nationally. My best lawyer referral sources are lawyers in Will and Du Page counties who don’t want to handle Cook county cases. But you need to meet these people. In the Loop I think a lot of lawyers are into their little “downtown Chicago” world too much. They do their events in their firm or maybe CBA but that’s it. Join the ABA or ISBA and get involved on section councils…these are great ways to meet lawyers from outside the Chicago area.

2. Attorneys outside your practice area. Depending on your practice area I think this can be critical. I think this must be a great source of business for the person with a very “narrow” niche practice. I don’t think this is as great of a referral source for a more general practice such as myself. I do get some business in this area from lawyers who “refuse to do family law.”

3. Non-native speaking attorneys. This is a strange one that has happened more than once. What this has been for me has been getting litigation referrals from non-English or not great English speakers for litigation. Perhaps there’s some hesitancy to deal with the verbal advocacy that in-court representation involves.

Here’s a link to a Chicago Daily Law Bulletin article that I was recently interviewed for. The article essentially runs through three routes for newly minted attorneys not finding work:

–Contract work for law firms;

–Go Solo;

–Volunteer for legal service organizations while waiting;

We got this comment recently:

russ said…

The Chicago market is brutal.

I think it’s a tough call and I suppose it’s somewhat related to your immediate financial need. I don’t know enough about the different contract arrangements…I see them listed in classifieds and I do know of people who’ve done them. I guess the question is if that’s all your doing, other than making a few bucks how does it benefit you longer term?

Some combination of the three to me seems the best route. Or, work in a non-legal job for $$ that isn’t purely 9-5 on weekdays and then build your solo practice. I’ll work with you!

So I’m about to update my CLE “options” for the coming year…what’s the better move:

WestLegalEdCenter

OR

Chicago Bar CLE Advantage Plan?

I did the CBA program this past year and was quite happy with it. It’s essentially unlimited CLE for $125. But I’ve heard a lot of good things about West and since I’m going home office I’ll be in downtown Chicago less frequently so there is the convenience factor. I’ve heard $300 thrown out for West but when I click around its Website for solo/small firm I’m seeing $840…hmmm, if it’s $840 the decision is pretty much made for me. Also, isn’t there value in networking at CLE events even though I’ll grant that the convenience of attending CLE on your computer is useful??

This is another potential client source to keep in mind…opposing parties. Obviously there are ethical issues to consider so keep those in mind. But this past Friday I had some post-divorce stuff in domestic relations court at Daley Center. As a side issue I withdrew from this case on Friday (long story) and as I was walking out of court the opposing party (who was not represented so I could be talking to her) asked me about some legal work related to a business that she was starting. Not sure what will come of it but it’s an important and useful teaching point.

Just think about it, who sees your legal work up closely more than an opposing party? Other than your client probably no one. Obviously you’ll likely be conflicted in the particular matter where that client is opposing party but for unrelated stuff in the future…these are great potential client/referral sources.

My main point is to treat the opposing party with respect and don’t personalize cases. You’re there to represent your client to the best of your abilities…absolutely! But, you’re not their to be disrespectful or unprofessional with opposing clients. Don’t personalize cases, you’re the professional!! At least to me, there are few things less tacky then opposing lawyers who are getting too personally involved with clients or disparaging my client.