Receive matter referrals from fellow lawyers

The challenge

Be the lawyer colleagues think of for a specific need

A fellow lawyer may receive an enquiry outside their usual practice, in another territory or requiring complementary expertise. To consider referring it to you, they need to understand quickly when your involvement could help. An overly general introduction makes that decision difficult, even if your experience is strong.

The aim is therefore to make your practice recognisable. A firm handling business-to-business commercial relationships has a different positioning from one focused on international succession matters. Describing the work you actually handle helps other lawyers direct their search. Visibility prepares the ground for referrals; it is not a promise of new matters.

The approach

Provide useful information before the first referral

Present the types of work you accept, your working languages and the territory you cover. You can illustrate your approach with general, anonymised situations without sharing confidential information. The idea is to help a fellow lawyer recognise a need you can meet.

At the first conversation, explain your preferred contact method and the information needed to assess an enquiry. Do not confuse introducing your firm with accepting an engagement: each matter requires a separate assessment. A clear response, even when you cannot help, contributes to a good relationship.

Your European Lawyers Directory profile can serve as a reference to share with contacts. Keep it current so that referrals reflect your present practice, then maintain direct conversations with the lawyers concerned.

Take action

Make relevant referrals easier

1. Describe three professional situations in which a fellow lawyer could usefully contact you.
2. Name a contact person and a monitored channel for enquiries from other firms.
3. Update your introduction when your practice, working languages or location change.

Assess the relevance of conversations rather than their number alone. A well-directed enquiry can reveal lasting complementary strengths between firms.

Further reading

Continue your journey

Connecting with lawyers

Make your legal expertise known to European lawyers