While many law firms can rely upon repeat business from large corporate or insurance entities, most law firms need a constant flow of new clients to keep the doors open. Regardless of whether your goal is getting any type of case into your office, or getting only the best cases in, a firm must keep client acquisition a top priority to achieve success.

While digital marketing, including social media, has become the preferred marketing method of most law firms, studies by the world’s leading marketing researchers show that word of mouth marketing continues to be the most effective way of securing business. In How Good Attorneys Become Great Rainmakers, Atticus law firm consultants Mark Powers and Shawn McNalis discuss the method Atticus perfected over twenty-five years of obtaining repeat referrals for law firms in every type of legal practice. They discuss a variety of effective marketing methods firms including:

• Creating a top twenty referral source list
• Creating “signature events”
• Twenty-one assets every attorney needs to succeed
• The benefits of offline social networking
• And much more

Implementing these practices will help you achieve referrals from untapped resources that other lawyers are likely ignoring.

Note: While digital marketing methods such as web sites, blogging, social media, (and the often elusive goal of a #1 ranking on Google) are discussed, this book does not focus on those methods.