lawyers/accountants etc - how to get clients?

[Bells3032]

Just wondered. For those relatively early on in their career - maybe 3-8 years post qualification. how do you start building your own client base? Particularly if networking isn't your strong point.

I'm always attending lots of networking events and talk to people and exchange business cards but it doesn't really come to anything. I don't know how to go about starting to bring in referrals especially in an area where people don't need to use us regularly e.g. audit and feel I can't develop my career any further without doing so.

Watching with interest. I'm in a similar field, with a similar problem.

It seems that the senior partners in the profession operate in very different circles and get lots of referrals through their social contacts. The more junior people coming through just don't have that. Don't have kids in private schools, don't own horses, don't come from well landed farming stock, so just don't have those sorts of contacts.

Networking events are fine but me and my contemporaries worry it's such a slow burn and won't always lead to work.

Word of mouth and recommendations from previous clients. If you provide an excellent service people will remember and recommend you. I'm self employed in another line of work and our professional networking groups often have someone asking for recommendations when they need an accountant or something. If you can specialise within your area of expertise even better as then you'll be the go to person people think of when they need someone.

Do you have a good website and a listing on Google My Business to get found in local searches?

What kind of clients are you seeking?
OMBs? Multinationals? HNWIs? What sectors?

Is this to bring to a firm you work for or for your own start up?
It really depends on the above

I know two people who have their earliest clients referred by their prior employer. Do you have any contacts in the industry who may have smaller clients seeking their services? Often larger firms want to focus on larger clients and the firm are happy to have a reliable reference to give out for business they don’t want themselves.

Also, do you have any mentors? You could try to foment some relationships with older, successful people in your line of work to find out how they did it.

I’m in a similar line of work.

mat a reasonably junior level, it’s about previous clients knowing you were good so coming back to you (but you need to be proactive about reminding them you exist!).

As you get more senior, your contemporaries become budget holders so the ‘networking just with your peers’ you’re doing now starts to pay off.

Plus build your rep in trade press/ social media / industry events etc. Especially if you have a niche so can become the go-to person for whatever.

That doesn't really work in set up firms. As the current clients belong to partners so anyone they refer will be passed onto the partner not the junior in this case. Being asked to bring in new clients and referrals both in current job and being asked when applying for new jobs

I would suggest publishing regular very informative articles on topics pertinent to the industry, eg making wills, when is inheritance tax due, who is liable for capital gains tax, what is LPA, pensions, what to do when someone dies, setting up a company, when does a company need to register for VAT etc etc always with the message to get in touch if you need more information or assistance.

Doing excellent work for existing clients so they continue to instruct you and recommend you. Try to work for a senior partner who comes to view you as their succession plan.

Depends also how promotion works. Is it based entirely on the work you bring in or do they pay attention to other contributions eg business development generally, succession planning across the department etc.

I didn't really have a plan - I just made myself very useful.