As a solo practitioner, I'm often asked "where do your clients come from?" In fact, I've been asked this question so often lately that I decided to check. I occasionally run some numbers, and try to keep track of my referral sources, but I don't update that information as often as I should. So here goes...
This year I have worked on behalf of and been paid by 49 clients. You'll notice how I phrased that last sentence -- I'm not counting potential clients (people who have contacted me but haven't formally retained me) or clients for whom I've done work and haven't yet been paid (there aren't many of them -- in six years as a solo, I've never had a problem getting paid).
So, where did these clients come from?
14 clients were referred to me by other attorneys (mostly other estate planning/probate attorneys). That probably surprises some people -- why would my competitors give me business? The answer: because they aren't my competitors. I previously worked at three different law firms, all of them pretty big, and made a lot of contacts at those firms and with other attorneys at big law firms. For the most part, my attorney contacts don't do work for Joe and Jane Middle Class; instead, they do work for Richie Rich and his family. So when a friend/family member/potential client who isn't filthy rich comes to them looking for an attorney, they are nice enough to send them my way.
11 clients were referred to me by other clients, which gives me a nice feeling.
9 clients came to me via the internet (my website or this blog). This number is steadily increasing -- I'll probably begin work for 3-4 more internet clients by the end of this month.
8 clients were referred to me by non-attorney professionals (accountants, financial planners).
6 clients were referred to me by friends.
That adds up to 48 -- the 49th client is the client I have represented for the longest, who was the only client I had when I began my solo practice.