You want to grow your firm–bring on some major clients who provide status and billings and open doors to other clients of a similar ilk.

You don’t have family or business connections that can deliver those types of clients (or you would already have them). What can you do?

The usual strategy is to find ways to network with people who own, manage, or advise the kinds of clients you want to acquire. Promote their business or cause, introduce them to people who can help them, or otherwise add value to the relationship.

One of their existing attorneys may retire, screw up, or have a conflict, and you may get the nod.

Or, one of your new friends will introduce you to some of their contacts–smaller companies in their niche who need legal help, or people who know them.

You might offer these smaller clients a sweet deal because one of these companies may take off and you can grow with them. Plus, you’ll have your foot in the industry door.

Just being able to say you represent a certain company or you are on a board with some of the players in the industry may elevate your status enough to allow you to attract bigger clients.

All of this will be easier if you focus on a niche market. You’ll have an edge over other firms because of your specialized knowledge and connections. You’ll know the issues, the people, the trends, and you can provide more value to people in that niche.

So, that’s the usual way to do it. Hard work, provide value, bide your time.

But there is another way.

You can hire (or merge with) attorneys (or firms) that already have the types of clients you want.

Offer them a good deal because they can bring you more clients like their existing book of business.

This can help you choose your niche