How to Ask for Work: 7 Proven Client-Winning Tactics for Professional Services
Updated February 2026.
Professional services firms can struggle with client acquisition. You know you should ask for work. But how do you do it without sounding desperate?
Here are seven tested tactics that work for lawyers, accountants and business consultants who want to win new clients without feeling pushy.
These tactics work because they shift the conversation from selling to helping. You're not pushing services. You're solving problems.
1. TURN THE QUESTION AROUND
Start by asking your contacts how they go about building support, positioning their role in their organisation or asking for work. If they’re even close to being a normal, empathetic person (and I’m not saying all clients are), they’ll tell you how they do it and then ask you the same thing. This gives you the chance to say that you get most of your business from word-of-mouth and how important referrals are to growth.
Real example: Sarah, a commercial lawyer, asked her CFO contact: "How do you build support for new initiatives internally?" The CFO shared her approach, then asked Sarah the same question. This opened a natural conversation about referrals.
2. SHARE YOUR PLANS
Sharing your business strategy can be a great way into asking for work, especially if the contact is a friend or a contact you know reasonably well. Let them in to where you’d like your practice to be a few years from now, what you’re doing to get there this year and how you intend to grow. Then ask for their input. They’ll probably be flattered and want to help out.
But just a caveat… For this tactic to work, you actually do have to have a business strategy, not just a random wish list of things you’d like to do.
Real example: A mid-tier accounting Director shared her plan to specialise in healthcare clients. Her contact, a CFO in an allied health service, immediately offered three introductions.
3. LET THEM KNOW WHAT YOU DO
W Clement Stone, self-made billionaire and author puts it this way: “tell everyone what you do and someone will want to help you.”
So be prepared to describe how you help clients. Better still, tell your target what work you really enjoy doing - more the better if they happen to have a tonne of that kind of work.
Enthusiasm really is infectious. People are naturally attracted to passionate people.
Real example: A tax lawyer mentioned how rewarding it was to help tech startups navigate R&D tax incentives. His contact immediately said: "You need to meet my brother-in-law."
4. ASK THEM ABOUT THEIR BUSINESS
Ask your contact about their business: what they’re up to, what they are most proud of, and what their goals are for the next 12 – 24 months. There will probably be a natural, “We can help with that” space somewhere in the conversation.
While you’re at it, ask them how they tend to use external advisers to fulfil their needs. You could well find an ‘in’ there too, if not for yourself then for one of your connections - a great way to reward referral sources.
5. ASK TO BE PART OF THEIR PORTFOLIO OR PANEL
It’s a big deal to expect someone to turf the incumbent and start using you. You’re asking them to question their choice in service providers. But it’s not really a big deal at all to ask to be part of a panel of providers. After all, there will probably be times when there’s overflow work and they need an extra pair of hands.
There may also be some gaps in the incumbent’s areas of expertise where you can step in and fill the void. You just need to position yourself properly.
Real example: An employment lawyer asked to join a company's panel for specialist workplace investigations. The incumbent handled general employment law but lacked investigation experience.
6. ASK FOR GUIDANCE
Again, it’s always flattering being asked for advice. And it’s often a less confronting than being asked directly for work. Tell them the kinds of problems you enjoy tackling or the clients you want to work for and ask them whether there’s anyone they could introduce you to who fits the bill. Of course, you’ll first need to know what your market and ideal clients look like.
This one tends to work especially well if you want work from a friend but can’t bring yourself to ask for it.
7. BE DIRECT
Finally, there is always the option of just saying: “I’m keen to work with you, how do we make it happen?” Yes, this takes some gumption and may even be a bit risky (no one likes to be pestered) but as Confucius reminded us, great reward involves great risk. You can read my tips for being direct here.
While we’re on the subject of being direct, a lot of people will leave a meeting not really knowing whether they’ve achieved what they set out to do. They’ll be left thinking: ‘I’m pretty sure they said they were going to pass me work but it’s been a while and nothing's happened and I don’t really feel comfortable prompting them’.
So I always tell people to keep in mind the advice of lawyer and sales expert Mark Maraia. He says there are always two questions you should ask when finishing every meeting so you leave with something concrete:
“what do you think the next step should be?” and
“where do we go from here?”
Quick Takeaways
Ask contacts about their own methods first to open natural conversations
Share your business plans to invite input and collaboration
Let enthusiasm show through when describing what you do
Position yourself for panel work, not just replacement work
Always ask: "What's the next step?" and "Where do we go from here?"
Referrals remain the highest-converting source of new business
These tactics work because they help rather than sell
Common Concerns: But What If They Say No?
Rejection happens. It's part of business development. The key is how you respond. Thank them for their time. Ask if you can check in again (say in six months) and stay in touch without being pushy.
Often, "not now" isn't "not ever." Timing matters. Their needs change. Your relationship deepens.
Frequently Asked Questions
How do I ask for work without being pushy? Focus on helping rather than selling. Ask about their business needs first. Position yourself as solving their problems, not pushing your services.
What's the best way to win new clients in professional services? Start with existing relationships. Ask for panel positions rather than replacement work. Share what you're passionate about. Let people help you.
How do professional services firms get referrals? Tell people what you do and what you enjoy. Ask contacts how they use external advisers. Make it easy for them to introduce you to others.
When should I follow up after a business development meeting? Always leave the meeting with agreed next steps. Follow up exactly when you said you would.
WANT MORE?
If you’d like to know more about about winning new clients email Sue-Ella or get in touch.
REFERENCES & FURTHER READING
Sue-Ella’s articles
Seven Ways to Segment Your Market
How to Get Someone to Introduce Their Clients to You
Stone W C (1962) The Success System That Never Fails (reprinted 2017)
Maraia M (2003) Rainmaking Made Simple (e-book)
Dan Pink (2013) To Sell is Human: The Surprising Truth About Moving Others
Sue-Ella is the Principal of Prodonovich Advisory, a business dedicated to helping professional services practices sharpen their business development practices.
She works with law and accounting firms on Business Development strategy and support structures, leadership and professional-development programs, and designing client-listening initiatives.
She also co-facilitates firm planning retreats and delivers public workshops such as Business Skills for Lawyers.
Through her BD45™ service, she assists individuals with their personal business-development plans.
Connect on LinkedIn or visit prodonovich.com.au
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