Module 6
Winning your first clients: referrals, visibility, the first conversation and the proposal
Most lawyers dislike selling, and most new firms need it more than any other skill. The word ‘selling’ misleads. Winning a first client is mostly a matter of being known by the right people for a clear thing, being easy to reach, listening well at the first conversation and putting a clear, fair proposal on paper. None of it needs pressure, and the ethics of the profession add real limits on what you may do. This module covers the practical side: building a referral network, visibility that works for a firm with no budget, the rules on advertising and on approaching people, how to run the first conversation, how to write a short proposal, how to follow up without nagging, when to say no and how to turn a first client into reviews, repeat work and referrals.
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See what is included in All-Access →General education on starting a law practice, using invented people and figures. It is not legal, tax, financial or regulatory advice. Rules on practising, ownership, insurance, client money, advertising and anti-money-laundering differ between countries and change: check your regulator’s current rules and take professional advice.
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