Most attorneys say they want to get more clients but if they’re not ready for more clients, it can actually cost them.
If you can’t serve your clients, they aren’t going to stay. You must have the staff and other resources in place to do the legal work and support functions or new clients will leave as quickly as they came.
What about “one time” clients? You’re going to handle their divorce or bankruptcy or injury claim, do their estate plan or handle their closing, and you’ll probably never see them again. Can you have too many of them?
Yes. These clients may not themselves return but if you treat them well, they can and will send you referrals. If you don’t, not only will they not send you new business, they’ll tell everyone they know that you are sloppy or slow and did not do a good job for them.
Taking on too many clients is especially a problem for firms that grow quickly. Legal services do not scale in the same way selling widgets does. We are in a personal service business and we need people to provide that service. It takes time to find the right people, hire and train them. Unbridled growth can cause serious financial problems, inordinate stress, and an increased risk of malpractice for the firm that is unprepared.
Rapid law firm growth is not uncommon. A dramatic upsurge in “intakes” can occur for a variety of reasons. Every firm needs to have a plan in place now, before that growth occurs.
If your practice tripled in the next 90 days, where will you go to find the personnel, the technology, and the other resources you need to accommodate that growth?
Will you partner with another firm? Turn away the smaller business to handle the bigger cases or clients? Will you hire a head hunting firm or consultant?
Start thinking about these things right now, and not just because you need to be prepared. Think about these things because in doing so, you will send a message to your subconscious mind that you are ready for and expecting that growth. You will then start seeing things you need to see and attracting the information and the contacts you need to make that growth a reality.
Too many clients? A nice problem when you’re ready for it.
