How to Get Referral Partners for Your Law Firm

two lawyers reviewing a case

This is how a meeting at a networking event eight years ago turned into a $6,000,000 referral.

  1. September 2016: I attend a Mercer Law Alumni networking event in Atlanta. I met a recent graduate who was getting ready to start her own firm.
  2. I offered my help and advice to her and her partner. We started having semi-annual lunches from 2016-2019, and we would talk occasionally on the phone and I would give advice and feedback on some of their cases.
  3. 2020, I started getting referrals from the attorney, mostly small auto cases. We worked them up and got great results.
  4. September 2022: we got associated on a car v. pedestrian fatality. Our investigation determined that a utility company whose vehicle blocked the crosswalk caused the collision, and the company did not have a proper temporary traffic control zone in accordance with the MUTCD and industry standards.
  5. January 2024: We settle the case with the utility company for $6,000,000.

Stop looking for quick, short-term rewards. Stop asking what other people can do for you. Stop turning down opportunities to work with other lawyers based on a case value threshold.

Instead, play the long game. Establish long-term relationships.

Ask what you can do for others and be generous. Look for opportunities to work with other lawyers on cases, even if they are smaller value ones. Do a great job and build relationships.

You wouldn’t know it from the BS you hear from many marketing vendors, but results take time. So be patient. Be a good human. Be a resource. And do the work every day.

Do you agree? Join the conversation with me on LinkedIn.

About the Author

Darl Champion is an award-winning personal injury lawyer serving the greater Metro Atlanta area. He is passionate about ensuring his clients are fully compensated when they are harmed by someone’s negligence. Learn more about Darl here.