Every so often, we run into a college acquaintance or receive a phone call from a family member or friend of a friend who has a legal question. When this happens, younger attorneys are usually readily able to identify issues that fall within their practice areas. However, we often brace ourselves for the inevitable disclaimer that "I don't specialize in that area of the law," or, "Let me put you in touch with someone who works in that field." As we all know, networking and business relationships define your personal business development; thus, redirecting or turning away potential business because of your lack of familiarity with another practice area may hinder the growth of your book of business.
Don't Spread the Wealth: Keep Clients by Diversifying Your Practice
The Legal Intelligencer
September 6, 2012