Law Practice
Oct. 30, 2025
The hidden pipeline: How California lawyers can turn internal referrals into revenue
Many firms chase new clients while overlooking the work already sitting inside their own walls. This article shows California lawyers how to break down silos, share clients across practice groups, and turn internal referrals into a reliable engine of revenue growth.
George Brandon
President
Email: george@legalxcellence.com
George Brandon is president of LegalXcellence.com. He is a seasoned management, business development, marketing and IT professional with over 30 years of experience in the legal services industry, as well as an experienced business development attorney coach and marketing director with a proven track record of helping lawyers achieve their business development goals.
Every law firm leader wants to grow revenue, but too many overlook one of the most powerful and cost-effective sources of new business: the work that could already be sitting inside the firm.
Internal referrals, or the process of sharing opportunities across practice groups, represent a "hidden pipeline" that can fuel growth without the expense of large marketing campaigns or the uncertainty of outside business development. For California firms serving d...
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