Whether you’re a lawyer, law clerk, or paralegal, experiencing a slowdown in workflow can be frustrating, especially when you know you’re capable of delivering high-quality legal work. In today’s competitive legal landscape, consistently getting work isn’t just about credentials: it’s about visibility, communication, and alignment with what clients or referral sources are looking for.
In this post, we explore some of the most common reasons why you aren’t landing as much work as you’d like and, more importantly, what you can do to change that.
Some of the common reasons:
❌Missing Opportunities with Slow or Vague Communication:
That potential client who emailed yesterday afternoon? They may have already hired someone else by this morning. Being slow to follow up or providing an unclear response makes it harder for people to trust you with their legal issues, especially when they are stressed or under a deadline.
✅THE FIX: Try to respond promptly, even if it’s just to say, “Thanks for your message. I will get back to you with a more in-depth response later today.” Clear, timely communication builds confidence and helps secure the file before it goes elsewhere.
❌People Don’t Know What You Actually Do
If either your LinkedIn bio or your website simply says “Barrister & Solicitor,” “Corporate Lawyer,” or “Litigator”, it is too vague. Potential clients and referral sources need clarity, not generalities. They won’t know if you can help them with their legal issue.
✅THE FIX: Be specific. “I help small businesses with contracts and compliance,” or “I focus on estate planning, including drafting wills and powers of attorney, for young families,” is much more detailed. The clearer you are, the easier it is to refer work to you.
❌You’re Not Where Your Clients Are
If your potential clients are on TikTok and Instagram and you’re still printing brochures or buying print ads in newspapers, there’s a disconnect. If your clients are other lawyers and you are not attending legal events or are not a member of bar associations, the same problem.
✅THE FIX: Show up where your ideal client hangs out. Both physically and online. That could mean networking at industry events, engaging in niche online groups, or writing for a publication they read.
❌Lack of Visibility: You’re Not Top of Mind
Whether you are a solo lawyer or within a large firm, legal work is relationship-based. If people haven’t seen or heard from you in a while, they’ll forget to refer work to you (even if they like you and value your work). In many firms, particularly larger ones, internal gatekeepers may not remember you and your skill set.
✅THE FIX: Don’t stay silent. Stay in touch with your network. Invest in visibility via internal newsletters, one-on-one check-ins, or mentorship can dramatically boost opportunities.
❌Your Website Isn’t Working for You
A dated, hard-to-navigate, overly generic, or (even worse) a broken website can turn people off, fast. If you do not have clear service descriptions and instructions on how to contact you or retain you, you are making it a lot harder to get work.
✅THE FIX: Audit your site. Is it clear what you do, who you help, and how to contact you? If not, update it.
❌You’re Not Making the Ask
You might be quietly hoping for referrals, but not actually asking for them. People want to help. They just need a nudge or reminder.
✅THE FIX: Follow up with past clients, colleagues, or contacts and let them know you’re open for work. Something as simple as, “If you know anyone looking for help with [you’re niche], I’d love to chat,” goes a long way.
The Bottom Line
Not getting enough work is not a reflection of your skill. It may just be a sign that something in your visibility, messaging, or responsiveness needs a tune-up. The good news? Small, consistent actions can lead to BIG results.
Want to learn more about improving your business development skills? Check out our on-demand, watch when you want, CPD-approved webinars.
This blog is for informational purposes only and does not constitute legal advice.
