Why Past Clients May Be Your Law Firm’s Best Growth Strategy, with EJ Stern & Katherine Wilson

Law firms spend enormous amounts of time and money winning new clients, then often overlook the relationships they have already built. In episode 636 of the Lawyerist Podcast, Stephanie Everett talks with EJ Stern and Katherine Wilson about how intentional client nurturing can lead to stronger relationships, repeat business, and more referrals. 

EJ and Katherine explain why clients can quietly disappear when firms stop staying connected, why asking for feedback can strengthen rather than threaten a relationship, and how lawyers can move beyond being the person clients call with one legal problem to becoming a trusted advisor they call about everything else. 

They also share practical ways to stay top of mind, from LinkedIn and personal check-ins to thoughtful gifts, memorable experiences, and small gestures that show you actually know the person behind the matter. As AI-generated communication becomes easier to produce, authentic human connection may become even more valuable. 

If your firm is constantly focused on finding the next client, this conversation is a reminder that some of your best growth opportunities may already know, like, and trust you. 

Listen to the previous episodes of our Client Retention, Referral Growth & Relationship Building. 

#609: Improve Client Satisfaction Without More Work: Designing Smarter Legal Services, with Laura Hartnett Apple | Spotify | LTN 

#608: Business Development for Lawyers: Building Real Relationships That Lead to Clients, with Megan Senese Apple | Spotify | LTN 

#592: Client Care, Culture, and Character: A Framework for Great Leaders, with William O’Neal Apple | Spotify | LTN 

#526: LinkedIn Mastery: Grow Your Law Firm NOW!, with Matthew Hunt Apple | Spotify | LTN 

#424: How to Get Great Feedback from Clients, with Ashley Steckler Apple | Spotify | LTN 

#347: How a Client Happiness Coordinator Increased My Firm Referrals & Reviews, with Ryan McKeen & Brittany Green Apple | Spotify | LTN 

Links from the episode: