Case: Intellectual Property, USA
A LEGUS member, who does not provide IP law services in the U.S.A., contacted McKee, Voorhees & Sease, LEGUS IP member in the U.S.A., for assistance with a client’s IP work. McKee, Voorhees & Sease provided couple of opinions which then evolved into intellectual property prosecution work. Additional matters followed and one year after receiving the initial referral, the client asked McKee Voorhees & Sease to represent them in all IP litigation.
Referrals are the holy grail of any business development program. At LEGUS, we have studied the referral process for years and have boiled it down to three key ingredients: Know, Respect, Trust.
Thinking of the referrals you have given, and received, prerequisite to these transactions was a relationship where both attorneys were comfortable using the words “know, respect, and trust” when describing the other attorney/firm.
With this in mind, the LEGUS team thoroughly investigates every application before deciding if a law firm is approved for membership status. The reason for this process is to ensure, with a certain level of confidence, that when the other members get to “know” the newest member, they will “respect and trust” them enough to hand off a client’s work to them.
To further support the referral process, LEGUS provides education and marketing programs that show attorneys and law firm administrators how to help other people “know, respect, and trust” you and your firm.
LEGUS works to eliminate the stresses usually attached to handing off your client’s work to another firm. Our members have repeatedly told us this is a very valuable part of their membership.
As a result, good cases across all practice areas that require experienced legal minds continue to be passed between LEGUS members.
“…the value of membership in LEGUS reaches far beyond the financial benefit of referrals shared by our members. We are developing programs and new benefits that will increase that membership value even more -- on top of those already enjoyed by LEGUS members…Fortunately, the dues for LEGUS membership are a relatively modest investment relative to the many benefits to be reaped from that investment.”
James S. Fitzgerald, Principal Livengood, Fitzgerald & Alskog, PLLC, Washington, USA