Lawyers tend to want to spend a lot of money chasing the next new client, rather than cultivating the list of people who already know them. This is what the marketing vultures (Yellow Pages and TV reps) encourage... they encourage it because they don't know how to market.
Ignoring the gold in your files and databases is a HUGE mistake.
It costs at least ten times as much to obtain a new client as to keep in contact with old clients and indeed, everyone who contacts you. Your files are filled with names of people who know you. Those people generally have at least 50 other friends in their "circle of influence". Lawyers are happy to spend thousands on Yellow Page and TV marketing while ignoring completely those who they already have some relationship with.
