What to Do When Work Slows Down: Smart Marketing Moves for Lawyers
In my coaching work with law firms, I often partner with attorneys for two years or more. During that time, it’s not unusual for them to go through slow periods. Sometimes, new matters come in, but they’re outside the lawyer’s practice area. Other times, their workload unexpectedly dries up — whether it’s a client requesting a pause, a deal collapsing, or a sudden settlement. Market conditions like interest rates, regulatory changes, or increased competition can also affect the flow of work.
When You’re Not Busy — What’s Next?
Most lawyers are high achievers, so when their numbers dip or they feel like they’re not contributing enough, it can lead to frustration — even discouragement. This stress often results in stagnation.
But remember: building a book of business takes time. Even your best marketing efforts might not deliver immediate results. So how should you spend your downtime productively?
Marketing and Business Development Activities to Focus on Now
If you have some extra time, use it wisely by investing in activities that boost your visibility and set you up for future success. Here are several practical ideas:
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Refresh Your Website Bio
Update your professional bio with new cases, publications, presentations, committee roles, or even a new headshot. -
Review Your LinkedIn Profile
Take a fresh look and make sure everything is accurate and up to date. -
Expand Your LinkedIn Network
Reconnect with former clients, colleagues, classmates, and other key contacts. Send personalized invites. -
Organize Your Contact List
Create or refine a list of contacts. Note client industries, types of work, last contact date, holiday card recipients, etc. Use your firm’s CRM or a spreadsheet. -
Reconnect with Key People
Pick a few contacts to personally reach out to. Send a quick message, make a call, or suggest grabbing coffee. Stay on their radar. -
Send Thoughtful Personal Notes
Reach out to someone who made a difference — a mentor, referral source, law school friend, or former client. -
Analyze Your Business Sources
Where did your best clients come from? Who refers you the most business? This reflection helps you focus future business development efforts more strategically. -
Find Events to Attend
Search for relevant conferences or networking opportunities. Mark your calendar and consider submitting proposals to speak on panels or at seminars. -
Write and Share Content
Transform a recent matter, idea, or presentation into an article or blog post. Share it on LinkedIn or through email outreach. -
Do Industry or Client Research
Spend time learning more about potential clients or industries you want to target. Well-informed outreach is far more effective. -
Plan a Webinar or Seminar
Outline a topic, invite co-presenters, start drafting a guest list, and schedule a date. Hosting a program can strengthen your profile and generate leads.
Final Thoughts
Work may be slow now, but that doesn’t mean you can’t be productive. In fact, these quieter moments are often the best time to focus on business development. These efforts will help you stay top-of-mind with clients and contacts — so when work picks up again (and it will), you’ll be better positioned than ever.
