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Finding Where The Work Is
Each calendar year, attorneys with private law firms are charged with the unique challenge of creating and realizing a target number of billable hours. In a quieter moment, perhaps late at night, we ask ourselves: “Where will this work come from?”
The more fortunate ones may have a more-or-less guaranteed stream of steady work from an established client, but that seems to be the exception rather than the rule. Others may benefit from a relationship with a high-profile partner who brings in work for a team or group, and this helps fill out some of an annual expectation. Finally, to some extent work may simply fall into our laps through no discernable effort of our own.
Although these are important sources of work, it is the rare attorney who can count on these sources of work alone to fill out an annual expectation. This means that we have to go find work. Searching for, qualifying, and closing new or additional business is as important to building a successful practice as your numbers this year for annual hours worked, billed and realized. So, how do we do that?
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