As year-end approaches, many attorneys in private practice begin thinking about next year’s goals, whether that’s growing their network, expanding into a new market, securing more matters from an existing client, or gaining new clients. But how do you create a path to those goals?
As you think about what you want your practice to look like in 2027, consider these three questions.
1. Where are your best opportunities?
Start with the relationships you already have. An existing client may have legal needs you have never discussed. A former client may have moved to a new company. A colleague may have a client that could benefit from your experience.
Identify a handful of relationships you want to strengthen. Ask what has changed, what challenges lie ahead, and where additional support might be useful. Listen for legal needs your colleagues could address, too. Introducing a client to someone who can help – whether that’s a colleague with the right expertise, another business advisor, or even a great landscaper – is a meaningful way to strengthen that relationship.
Also, consider asking trusted contacts for introductions to people in their network or others in similar roles who may have a legal need you can address. Make the request specific enough that they can recognize a useful connection.
2. Where should you spend your time, and what needs to change?
Look honestly at your current commitments. Which activities have led to meaningful relationships, useful conversations, or opportunities to address a legal need? Which are you continuing simply because you always have?
Relationships take time, so an activity’s value cannot be measured solely by whether it generated a matter this year. But you should understand why you are doing it and whether your involvement is helping you make progress towards your goals.
Then consider what fits your strengths. That might mean targeted networking, individual conversations, or sharing practical insights on LinkedIn. If you serve on a nonprofit board or belong to a hobby group, invest in getting to know the people alongside you. Understand their work and interests and make sure they understand yours.
Decide what to continue, adjust, or stop. Sometimes the best change is participating more intentionally in something you already do.
3. What will you actually do – and when?
Capture your priorities in a brief marketing and business development plan, with specific steps that fit your strengths and available time. Replace “stay in touch with referral sources” with “schedule two conversations with referral sources each month.” Identify whom you will contact, why, and when.
Put regular check-ins with yourself or an accountability partner on your calendar. During that time, reflect on conversations you’ve had, make introductions, follow through on agreed next steps and adjust your plan as you learn what works.
4. Put the rest of this year to work
Schedule time with clients you want to retain and/or serve more broadly. Learn what is on their agenda for 2027. Their plans may reveal legal needs you or your colleagues can help address.
Use those conversations and your answers to these questions to shape a focused, practical plan for 2027. Even one or two pages can provide direction. The goal is to begin January knowing which relationships and activities deserve your attention, and what you will do next.
Originally published in the October 2026 edition of The Richmond Lawyer.