![\"Asking](\"https:\/\/i0.wp.com\/www.attorneyatwork.com\/wp-content\/uploads\/2025\/01\/Asking-for-Business.jpg?resize=770%2C495&ssl=1\" "\\"\\"")
Table of contents<\/h2>\n\n- Timing Your Approach to \u201cThe Ask\u201d<\/a><\/li>\n
- Different Approaches for Different Situations<\/a>\n
\n- The Direct Approach<\/a><\/li>\n
- The Exploratory Approach<\/a><\/li>\n
- The Value-First Approach<\/a><\/li>\n
- The Referral Follow-Up<\/a><\/li>\n<\/ul>\n<\/li>\n
- Handling the Response<\/a><\/li>\n
- Ready to Get Started?<\/a><\/li>\n<\/ul>\n<\/div>\n
Lawyers invest significant time and energy in building professional relationships \u2014 but then shy away from actually asking for the business<\/em>. This hesitation often stems from concerns about appearing unprofessional or damaging a relationship. In 2025, it\u2019s time to overcome that hesitancy and understand that being more direct and proactive in your business development creates a win-win for yourself and your contacts. If you\u2019re confident in your ability to deliver value, and your contact needs legal services, what are you waiting for?<\/p>\nTiming Your Approach to \u201cThe Ask\u201d<\/h2>\n
When asking for business, it\u2019s important to recognize the right moment. Look for signals that indicate a contact might benefit from your services. These could include:<\/p>\n
\n- They\u2019ve mentioned recurring legal challenges in their business.<\/li>\n
- They\u2019ve expressed frustration with their current legal situation.<\/li>\n
- They\u2019re entering a new phase of business growth.<\/li>\n
- They\u2019ve asked detailed questions about your experience with specific issues.<\/li>\n<\/ul>\n
In some cases, the right moment with a contact is right now. The need is obvious and glaring, and you have the solution, and now is the time to ask. In many other cases, the contact needs to be nurtured and more trust has to be established in the relationship. Be thoughtful about picking the right moment.<\/p>\n
Different Approaches for Different Situations<\/h2>\n
\u201cMaking the ask\u201d looks different depending on the circumstances. Here are a few ways to approach things, and keep in mind that the \u201cask\u201d is oftentimes a request for further conversation.<\/p>\n
The Direct Approach<\/h3>\n
This works well when you\u2019ve identified a specific need: \u201cBased on what you\u2019ve shared about your upcoming transactional needs, I think our firm could provide valuable guidance. Would you be interested in scheduling a more formal discussion about how we might help?\u201d<\/p>\n
The Exploratory Approach<\/h3>\n
This approach is useful when you sense an opportunity but need more information: \u201cYou\u2019ve mentioned several challenges around your supply contracts. I\u2019d love to learn more about these issues and explore whether our expertise in this area might be helpful. Could we schedule a focused conversation about this?\u201d<\/p>\n
The Value-First Approach<\/h3>\n
This can be effective when you want to demonstrate expertise before asking: \u201cThat regulatory issue you mentioned \u2014 we recently helped another client navigate something similar. I\u2019d be happy to share some insights about the approach we took. If helpful, we could discuss how this might apply to your situation.\u201d<\/p>\n
The Referral Follow-Up<\/h3>\n
Here\u2019s an approach perfect for warm introductions: \u201cJohn mentioned you might be interested in discussing your IP portfolio strategy. We\u2019ve done extensive work in this area for similar companies. Would you like to explore how we might help strengthen your IP position?\u201d<\/p>\n
Handling the Response<\/h2>\n
Bringing in business requires developing a thick skin and getting comfortable hearing variations of \u201cno\u201d in response to your business development efforts<\/a>. But keep in mind that \u201cno\u201d often means \u201cnot yet.\u201d If a contact isn\u2019t ready to move forward and hasn\u2019t completely closed the door to working together, keep nurturing the relationship and look for future opportunities. Some responses you might hear:<\/p>\n\u201cWe\u2019re happy with our current counsel.\u201d<\/strong><\/p>\nIn response, you might say: \u201cI understand completely. Would you be open to keeping in touch? I know that legal needs often evolve, and I\u2019d welcome the opportunity to be a resource if your situation changes.\u201d<\/p>\n
\u201cThis isn\u2019t the right time.\u201d<\/strong><\/p>\nTry to keep the conversation going in this situation: \u201cI appreciate your candor. When would be a better time to revisit this conversation?\u201d<\/p>\n
\u201cI need to discuss this with others.\u201d<\/strong><\/p>\nIf you\u2019re not dealing with the ultimate decision-maker, then provide some resources that help your contact position you well with their colleagues: \u201cOf course. Would it be helpful if I provided some information about our experience in this area to share with your team?\u201d<\/p>\n
The key is maintaining the relationship and building momentum for future conversations. Every interaction, even those that don\u2019t immediately lead to business, can move things forward.<\/p>\n
Ready to Get Started?<\/h2>\n
Begin with situations where you feel most comfortable, perhaps with contacts you know well or in areas where your expertise is strongest. As you gain confidence, you\u2019ll find that asking for business becomes a natural extension of your professional relationships, not a departure from them.<\/p>\n
\n\n![\"one](\"https:\/\/i0.wp.com\/www.attorneyatwork.com\/wp-content\/uploads\/2024\/10\/One-of-a-Kind-A-Proven-Path-to-a-Profitable-Law-Practice-Print-Edition-510x510-1.jpg?resize=510%2C510&ssl=1\" "\\"\\"")
<\/a><\/figure>\n\nOne of a Kind: A Proven Path to a Profitable Law Practice<\/h2>\n
BY JAY HARRINGTON<\/p>\n
In today\u2019s legal market, developing a profitable and consistent book of business requires a strategic approach. If you\u2019re open to new ideas and are interested in growing your practice, this book is a great resource to kickstart the next stage in your career. <\/p>\n
- \n
- The Direct Approach<\/a><\/li>\n
- The Exploratory Approach<\/a><\/li>\n
- The Value-First Approach<\/a><\/li>\n
- The Referral Follow-Up<\/a><\/li>\n<\/ul>\n<\/li>\n
- Handling the Response<\/a><\/li>\n
- Ready to Get Started?<\/a><\/li>\n<\/ul>\n<\/div>\n
Lawyers invest significant time and energy in building professional relationships \u2014 but then shy away from actually asking for the business<\/em>. This hesitation often stems from concerns about appearing unprofessional or damaging a relationship. In 2025, it\u2019s time to overcome that hesitancy and understand that being more direct and proactive in your business development creates a win-win for yourself and your contacts. If you\u2019re confident in your ability to deliver value, and your contact needs legal services, what are you waiting for?<\/p>\n
Timing Your Approach to \u201cThe Ask\u201d<\/h2>\n
When asking for business, it\u2019s important to recognize the right moment. Look for signals that indicate a contact might benefit from your services. These could include:<\/p>\n
- \n
- They\u2019ve mentioned recurring legal challenges in their business.<\/li>\n
- They\u2019ve expressed frustration with their current legal situation.<\/li>\n
- They\u2019re entering a new phase of business growth.<\/li>\n
- They\u2019ve asked detailed questions about your experience with specific issues.<\/li>\n<\/ul>\n
In some cases, the right moment with a contact is right now. The need is obvious and glaring, and you have the solution, and now is the time to ask. In many other cases, the contact needs to be nurtured and more trust has to be established in the relationship. Be thoughtful about picking the right moment.<\/p>\n
Different Approaches for Different Situations<\/h2>\n
\u201cMaking the ask\u201d looks different depending on the circumstances. Here are a few ways to approach things, and keep in mind that the \u201cask\u201d is oftentimes a request for further conversation.<\/p>\n
The Direct Approach<\/h3>\n
This works well when you\u2019ve identified a specific need: \u201cBased on what you\u2019ve shared about your upcoming transactional needs, I think our firm could provide valuable guidance. Would you be interested in scheduling a more formal discussion about how we might help?\u201d<\/p>\n
The Exploratory Approach<\/h3>\n
This approach is useful when you sense an opportunity but need more information: \u201cYou\u2019ve mentioned several challenges around your supply contracts. I\u2019d love to learn more about these issues and explore whether our expertise in this area might be helpful. Could we schedule a focused conversation about this?\u201d<\/p>\n
The Value-First Approach<\/h3>\n
This can be effective when you want to demonstrate expertise before asking: \u201cThat regulatory issue you mentioned \u2014 we recently helped another client navigate something similar. I\u2019d be happy to share some insights about the approach we took. If helpful, we could discuss how this might apply to your situation.\u201d<\/p>\n
The Referral Follow-Up<\/h3>\n
Here\u2019s an approach perfect for warm introductions: \u201cJohn mentioned you might be interested in discussing your IP portfolio strategy. We\u2019ve done extensive work in this area for similar companies. Would you like to explore how we might help strengthen your IP position?\u201d<\/p>\n
Handling the Response<\/h2>\n
Bringing in business requires developing a thick skin and getting comfortable hearing variations of \u201cno\u201d in response to your business development efforts<\/a>. But keep in mind that \u201cno\u201d often means \u201cnot yet.\u201d If a contact isn\u2019t ready to move forward and hasn\u2019t completely closed the door to working together, keep nurturing the relationship and look for future opportunities. Some responses you might hear:<\/p>\n
\u201cWe\u2019re happy with our current counsel.\u201d<\/strong><\/p>\n
In response, you might say: \u201cI understand completely. Would you be open to keeping in touch? I know that legal needs often evolve, and I\u2019d welcome the opportunity to be a resource if your situation changes.\u201d<\/p>\n
\u201cThis isn\u2019t the right time.\u201d<\/strong><\/p>\n
Try to keep the conversation going in this situation: \u201cI appreciate your candor. When would be a better time to revisit this conversation?\u201d<\/p>\n
\u201cI need to discuss this with others.\u201d<\/strong><\/p>\n
If you\u2019re not dealing with the ultimate decision-maker, then provide some resources that help your contact position you well with their colleagues: \u201cOf course. Would it be helpful if I provided some information about our experience in this area to share with your team?\u201d<\/p>\n
The key is maintaining the relationship and building momentum for future conversations. Every interaction, even those that don\u2019t immediately lead to business, can move things forward.<\/p>\n
Ready to Get Started?<\/h2>\n
Begin with situations where you feel most comfortable, perhaps with contacts you know well or in areas where your expertise is strongest. As you gain confidence, you\u2019ll find that asking for business becomes a natural extension of your professional relationships, not a departure from them.<\/p>\n
\n\n<\/a><\/figure>\n\nOne of a Kind: A Proven Path to a Profitable Law Practice<\/h2>\n
BY JAY HARRINGTON<\/p>\n
In today\u2019s legal market, developing a profitable and consistent book of business requires a strategic approach. If you\u2019re open to new ideas and are interested in growing your practice, this book is a great resource to kickstart the next stage in your career. <\/p>\n
- The Exploratory Approach<\/a><\/li>\n
![\"\"](\"https:\/\/i0.wp.com\/www.attorneyatwork.com\/wp-content\/uploads\/2023\/06\/AttorneyatWork-Logo-%C2%AE-2021-1.jpg?resize=372%2C106&ssl=1\" "\\"\\""){kind=logo}
<\/a><\/figure>\n