Build Your Internal Network Now

At Wicker Park Group, we often hear from clients that when their firms introduce them to other internal experts and helpful contacts, it increases their trust and strengthens their relationship with the firm.  

Recently, we’ve also conducted a few interviews on behalf of firms where either the firm is losing work because of an internal reorganization or the firm lost out on work after an RFP. While no firm can avoid client reorgs or RFP losses, broadening the relationships between the client and the firm can often blunt the blow of those changes.

Last year, we wrote about how we’ve seen an increase since 2018 in clients’ willingness to consider using their law firms for other legal services beyond core work. In 2024 and 2025, that number increased to 88% of clients interviewed. Also, since last year, we’ve had only 11% of clients say that they feel they understand their firm’s capabilities beyond core work “very well,” with 60% rating that understanding at “not very well.”

While cross-selling can be challenging, a lawyer’s internal network of colleagues is one of the easiest paths to growing relationships and staving off future losses. Spend time now meeting new laterals, the partners that are new to the practice or colleagues in different offices. Don’t wait for clients to request an internal referral to find someone you know and trust.