How to Get Old Clients to Follow You to a New Firm
This article was first published 24 January 2018. Updated 26 January 2026.
A practical guide for lawyers and accountants moving firms and transitioning clients to the new practice.
IN BRIEF
You won’t take everyone with you. If you transition two-thirds, you’re doing very well.
Tell a straight story about the move. Skip the PR ‘spin’. Keep it client-centred.
Answer the practical questions early: fees, WIP, files, red tape, IP. Make it easy for them.
Run the first 100 days like a start-up plan. Include referrers and experts, not just clients.
Do it properly: polish LinkedIn, act honourably, and be patient. Some clients take 12–24 months to follow.
It’s now common for professionals to move their practice from one firm to another. In fact, I know some senior lawyers and accountants who’ve switched theirs three or four times over the past decade. Each time they do, there’s an expectation they will take many of their clients with them. But the truth is, for one reason or another, that doesn’t always happen. And when it doesn’t, the new firm often gets a little peeved and the professional a little red-faced.
In the past decade, Mills Oakley (an Australian law firm of nearly 200 Partners), has welcomed more lateral hires than most. Here’s a tip from their CEO…
“The bottom line is partners need to put themselves in the client’s position and understand their concerns about a change of firm. That may mean some fairly candid conversations about why the move is happening – but sometimes that is the best way to build trust.”
So if you’re thinking about switching teams anytime soon, how should you go about it?
A 10-point guide to making sure old clients follow you to a new firm.
Adjust Your Expectations
Let’s get this out of the way early: you are not going to take everyone. Some clients will want to stay with your old firm, some - due to panels, higher level agreements or company policy will be obliged to stay with your old firm, and some will simply find it easier to keep doing what they’ve always done and simply won’t care enough about you to move. If you manage to transition two-thirds of your work across, you’re doing extraordinarily well.
But don’t expect that to happen on day one. Even many of those who do come with you won’t come straight away. They’ll wait for the right time to make a break. They could even choose to use you both for a while, so be sure to dazzle.
Get Your Story Straight
It shouldn’t surprise you that some clients will want an explanation of why you’re moving on. By that, I don’t mean you should give them the PR spin they could read anywhere.
I mean the truth. If you’re leaving because the new guys have a bigger team, or more resources, or a different footprint in the market - then tell them how that benefits your practice and their business.
If you’re leaving for a better slice of the pie, tell them that too. Or, if it is for “cultural reasons” or “better service” explain what that means for them - a straight-forward explanation without the corporate jargon. (Don’t parrot what’s in your press release or LinkedIn announcement).
Address The Concerns You Know They’ll Have
It also shouldn’t surprise you that clients want to know how your move will affect them directly. And, generally, my experience is that every client is concerned about two things.
The first is cost. Will your fees be going up or down or staying the same when you move? The second is that they’ll want to know what will happen to their existing files and any work-in-progress. Will they be coming across with you? What happens if they don’t? Who’s collecting current WIP?
There’s often a lot of red tape and formal notifications involved in releasing and moving files, and your client won’t want to be alarmed by that. A good idea is to check the tone of your new firm’s Authority to Transfer files.
Be Ready For Some Curly Questions Too
Chances are they’ll have some more specific questions too. For instance, if you’re leaving on your own they’ll want to know why your team isn’t following you.
They’ll also probably want to know about any process changes accompanying the move. Who will be their key touch points now? Who do they call if they need something on short notice? Are their terms of payment the same?Involve Others
If you’re taking a team with you, try to get them involved in this whole process, so they know why you’re moving and have a clear idea about why they are too. Brainstorm what you’re going to say. It may sound corny, but I’d even suggest some good old-fashioned role-playing, where you anticipate what clients are going to ask and workshop your responses among the group. You should also make sure that everyone is authentic when they respond.
There may be a number of reasons for the move and some may be more important than others to team members. Make sure your people feel comfortable in explaining why they also moved, as well as a clear and detailed picture of what it means for the client practically.
Think Like a Start-up And Have a 100 Day Plan
The first hundred days in the new Firm will be critical. They’re also going to be tough. You’ll be trying to bring across your existing clients at the same time as you’re busting an absolute gut to prove your worth to your new firm. The only way you’ll be able to survive is if you have a plan.
Not the type of plan you dusted off for performance reviews at the old place - you need to think more like a start-up .Make a rule that for a certain number of days will be about client work, a certain number are about visiting clients, and a certain number are about making sure your team is working towards the same goals. Whatever you do, give yourself some concrete objectives and make sure you measure yourself against them.
When you do, always remember, it’s not just your clients who determine the success of your practice; it’s your referrers too. So when you work out who you need to speak to and what you need to say, be sure to include them too.
Polish Up Your LinkedIn Profile
LinkedIn is one of the first places online searches will send many clients and potential clients for confirmation about who you are, what skills you have and even who you know.
So if you haven’t paid any attention to your profile for a while - change that now. Check the contact information on your profile – it’s the area I find most overlooked. It won’t take you long to bring it up to date - again, 10 minutes at the most. And, given others can be notified about the changes you make, you may even catch the attention of the right people in the process.
Act Honourably
Almost every professional these days is bound by confidentiality agreements, non-competes and similar devices designed to make sure they don’t damage their existing firm when they walk out the door. No matter how tempting it is to breach these, don’t do it.
Acting honourably wins the respect of people who matter and makes them more likely to follow you. People will notice that you respect your obligations and, the good ones, will trust you more for that.
Be Patient
Finally, just remember that the process of transitioning clients takes time. Even your supporters may take 12 to 24 months before they’re sending work your way. So, unless you’re presented with a smorgasbord of work from your new firm, expect to take a dip in the fees you’re billing, at least for the first little while.
Don’t panic if that happens. Instead, put in place the 8 steps above and you’ll soon be back on track - or hopefully - ahead of where you were before you left.
Want more?
My practice onboarding service gives lateral hires the additional support they need to hit the ground running. If you want to know how it could help you or your firm, get in touch.
Sue-Ella is the Principal of Prodonovich Advisory, a business dedicated to helping professional services practices sharpen their business development and client engagement 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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