{4:00 minutes to read} Outsourced attorneys can help a small firm attract more clients and grow in an organic, sustainable way. There are many different small firm models. This discussion will focus on small firms that want to offer a full-service experience through a team of lawyers providing core services for their clients. The goal is to keep as much work as possible within the confines of the firm.
What happens when you’re missing a component? Do you refer the work out or outsource? Keeping a client under the umbrella of the firm by using an outsourced attorney is not only better for the firm, but it’s also oftentimes better for clients. Clients can continue to work with the attorneys they know and trust. They don’t get confused about who they should be speaking to when new issues arise. This structure can make a law firm more attractive to clients if it’s managed correctly.
Experience
You’re outsourcing because you want the matter handled competently with minimal strain on the rest of the firm. Make sure the person you bring in has significant experience in that area of law, a lesson I learned early on in my practice. I had a client who needed work done that was outside the wheelhouse of my day-to-day practice, but that I felt I could handle if I brought in the right resources.
I hired a contract attorney who looked great on paper. Unfortunately, she didn’t actually have the level of experience necessary to make the outsourced relationship work. She wasn’t comfortable or confident enough with her own work product to communicate effectively with me or the client. I didn’t have the bandwidth or comfort level with the subject matter to manage the project. I was looking for an expert. She was more of a willing and able mid-level associate. Ultimately, I ended up disengaging from the client and referring the matter out to someone who I knew would give the client peace of mind.
Ask questions. Make sure you and the attorney are operating under the same assumptions. Get references. A little diligence on your part at the outset can save you from getting caught up in a dysfunctional relationship from which it can be difficult to extricate yourself.
Transparency
Transparency is key. If the firm misconstrues its relationship with the outsourced attorney, this can backfire. When a client learns after the fact that the person they have been working with is not actually a member of the law firm, client trust is killed. In my experience, it’s better to be upfront about the fact that you may not have the specific experience your client needs, but that you do have amazing resources available at your fingertips.
Communication
The outsourced attorney has to be diligent about communicating with clients and the firm. The goal is for the attorney to look like an extension of the firm. If a client goes back to the firm with questions or an update, the firm has to have some semblance of an idea of what is going on. A proactive outsourced attorney will keep the client informed so that the client has no need to ask “Where are we on this?”
Clarity on fees before the project starts is also important. This means getting an advance quote from the outsourced attorney. For so many reasons, fixed fees on discreet matters work well for all the parties involved. I try to use them whenever I can when I’m acting as an outsourced attorney, and when I’m hiring outsourced attorneys for my own firm.
Consider outsourcing before you refer out valuable client work and relationships. If you focus on experience, transparency, and communication, it can be a rewarding experience for everyone involved.
If you have any questions or would like more information about working with our firm, please feel free to contact me.
Kelly Weiner
Trademark Counsel
Law Office of Kelly Weiner PLLC
175 Varick Street, Fl 6
New York, New York 10014
(E) info@kellyweinerlaw.com
(P) 212.360.2307
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