This article describes several approaches for developing and maintaining a referral base as an integral part of a firm's business development and client relations program. A referral base is the process by which other individuals refer legal work or clients to an attorney. The most tangible benefit of a referral network is the generation of legal work that contributes revenue to the firm. A secondary benefit that produces personal and professional satisfaction is the recommendation of your firm from another individual who has confidence in your abilities. In either case, since the client has been referred by a friend or an individual in a position of trust, the client relationship often begins with a greater degree of confidence.
Referrals generally occur because of the efforts of the attorney who is receiving such referrals.
There are two kinds of referral networks. One is an attorney referral source. Both networks are important. However, one type may be more important for developing a particular practice. Many attorneys refer work to other attorneys because of the specialty nature of work that needs to be performed or because of a conflict of interest.