New attorneys: The key to regular referrals

There's a reason more senior attorneys rely on referrals for business development: It's one of the profession's surefire ways to secure new clients. To successfully employ this strategy, knowing the "rules" for how to give and receive referrals professionally is critical. In particular, it is important to know how to handle your referral sources in order to ensure lawyers continue to send business your way.

First, recognize that a referral is valuable and it is important to treat it as such. A referral can lead to a case that may make your year, so it is critical to honor the referral by treating the referred client well and performing to the top of your ability on the case. While this should be standard practice, it is particularly important in this scenario, where you want to show that you respect the source of the referral.

Referrals should not only be valuable to you, but to the referring attorney as well. If you are able to offer referral fees, great! If not, perhaps you can provide value in other ways -- through cross referrals or by creating connections for the attorney. Business development through referrals relies on a two-way street, and so what you can offer in return for a referral can be critical.

To ensure the referring attorney continues to send referrals your way, keep that attorney apprised of your work. It is not only a professional courtesy, it is also a good business practice and ensures that the attorney knows the matter is being handled and hasn't disappeared into the ether. They are trusting you with their client (or friend or relative) and it is important to demonstrate your understanding of that responsibility by keeping them in the loop on the matter at hand.

Show your gratitude for each referral. To thank an attorney for a referral -- say thank you! Whether through a phone call, a handwritten note, a bottle of wine, a lunch out of the office, or a quick cup of coffee, any kind gesture that shows your appreciation for the attorney's referral will help to solidify a successful referral relationship.

It is important not to "dump" problem clients on other attorneys through referrals. We all have troubled clients -- those who don't pay or are particularly difficult to deal with in other ways. Regardless of the situation, it is never professional to evade your own client issues by referring them to others. Always consider the type of clients you would like to have referred to you when you consider referring clients to others. If there is a legitimate reason to refer a problem client to another attorney, be sure to inform the attorney right off the bat what they can expect.

Perhaps most importantly, don't steal the client. You have likely received the referral because you have a skillset or area of focus that the attorney who made the referral does not have. Once you have completed your work, as tempting as it might be to pitch further business to the client, make sure that the client goes back to the attorney who made the original referral. If they need you again for future matters, they can get in touch with you, but let the main client relationship reside with the attorney who made the referral. 