Speaking from a US perspective…

There is a heck of a lot to do to setup your own firm. It ranges from office to technology to hiring to
insurance and billing practices. But it’s no harder than any other business, and once you’ve done it a
few times, as I have, you get the hang of it.

As the question suggests, the biggest issue is finding paying clients, which is more or less the same
issue as being a partner at any firm. There is a slogan at some high pressure law firms and other
consultancies: “eat what you kill” — it means that compensation is based on bringing in business.
Well, that’s great at a well-organized firm, they are setup to optimize rainmaking by successful
partners. But when you start your own firm it is more like “bring home, slaughter, clean, gut, cook,
plate and serve what you kill, and clean up the leftovers”.

90% of the business at most firms and practices is referrals from personal contacts and satisfied
clients. The issue is how to build up some satisfied clients in the first place (hint: network and
hustle), and how to cultivate your existing clients and leads into closing new clients.

The question is how to build up some satisfied clients in the first place (hint: network and hustle),
and how to cultivate your existing clients and (that question, or we can say it) leads (verb, III person
singular, referring to the word question) into closing new clients.

There is a big difference in marketing legal services between one-off client matters, e.g. for criminal
defense or drunk driving cases, versus long-term representation, e.g. being the head outside lawyer
for a successful business.

When you setup your own firm, initially at least, you have to be very confident in your abilities,
because there is nobody else to help you figure it out.

1. When you stand up for yourself:

2. When you no longer buy into their b***s***
3. When you refuse to feel guilty
4. When you do what makes you happy
5. When you exhibit confidence and self-reliance
6. When you connect with your friends and family
7. When you put the blame back where it belongs
8. When you walk out and never look back