We’re back today with another rainmaking recommendation from expert Jaimie Field! My apologies for the radio silence the last few days – our 2016 Asia Pacific Regional Conference required my full attention, and I’m still catching up before I head off again next week to the Legal Marketing Association’s Annual Meeting, where I’ll be reporting back from with some valuable content over the next several weeks. So stay tuned!

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For the past few Rainmaking Recommendations we have been taking about referrals:

Today, I want to discuss Strategic Referral Partnerships.

Strategic Referral Partners are the companies and individuals who are already doing business, or know the people, with whom you would like to cultivate as a client.

For example, if you are a personal injury attorney, then good Strategic Referral Partners may be orthopedists, chiropractors or massage therapists; if you are a lawyer who works with businesses, then your Strategic Referral Partners could be CPAs, insurance brokers who service your clients, other vendors who provide goods and services to the clients you are seeking.

Think beyond the obvious.  There are so many people who do business with your ideal client.  The trick is to define your ideal client and then find the others who work with them.

Then reach out.  Yes, you have to actually reach out to create a relationship with these Strategic Referral Partners.  This can be done by:

  • Joining associations in which they are members;
  • Finding them on social media and connecting with them on the site;
  • Directly emailing them; or even (gasp)
  • Calling them.

Regardless of how you meet them, all you need to say is:

“I know that you work with (insert ideal client description).  Since I work with the same type of clients, maybe we discuss how we can refer clients between us.” 

Creating relationships with these people can result in a plethora of referrals.

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Photo of Lindsay Griffiths Lindsay Griffiths

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the…

Lindsay Griffiths is the International Lawyers Network’s Executive Director. She is a dynamic, influential international executive and marketing thought leader with a passion for relationship development and authoring impactful content. Griffiths is a driven, strategic leader who implements creative initiatives to achieve the goals of a global professional services network. She manages all major aspects of the Network, including recruitment, member retention, and providing exceptional client service to an international membership base.

In her role as Executive Director, Griffiths manages a mix of international programs, engages a diverse global community, and develops an international membership base. She leads the development and successful implementation of major organizational initiatives, manages interpersonal relationships, and possesses executive presence with audiences of internal and external stakeholders. Griffiths excels at project management, organization, and planning, writes and speaks with influence and authority, and works independently while demonstrating flexibility in thinking, especially in challenging situations. She also adapts to diverse and dynamic environments with constant assessment and recalibration.

JD Supra Readers Choice Top Author 2019

In 2021, the ILN was honored as Global Law Firm Network of the Year by The Lawyer European Awards, and in 2016 and 2017, they were shortlisted as Global Law Firm Network of the Year. Since 2011, the Network has been listed as a Chambers & Partners Leading Law Firm Network, recently increasing this ranking to be included in the top two percent of law firm networks globally, as well as adding two regional rankings. She was awarded “Thought Leader of the Year” by the Legal Marketing Association’s New York chapter in 2014 for her substantive contributions to the industry and was included in Clio’s list of “34 People in Legal You Should Follow on Twitter.” She was also chosen for the American Bar Association Journal’s inaugural Web 100‘s Best Law Blogs, where judge Ivy Grey said “This blog is outstanding, thoughtful, and useful.” Ms. Griffiths was recently chosen as a Top Author by JD Supra in their 2019 Readers’ Choice Awards, for the level of engagement and visibility she attained with readers on the topic of marketing & business development. She has been the author of Zen & the Art of Legal Networking since February of 2009.