How Law Firms Can Grow From Non-Billable Client Meetings

How Law Firms Can Grow From Non-Billable Client Meetings

To grow a legal practice, lawyers must focus on more than just delivering results—they must add value beyond the billable hour. According to an article by Attorney at Work, one way to do this, especially with business clients, is through non-billable client meetings.

Clients often want their lawyers to deeply understand their industry and communicate more frequently outside billable work. As the year comes to a close, non-billable client meetings address this need by fostering stronger relationships, identifying risks and opportunities, and offering cross-selling possibilities.

In-person meetings are ideal, especially at the client’s site, but phone or video calls can be effective when time or distance is a factor. These meetings should be framed as opportunities to learn about clients’ future needs and share legal insights. A simple agenda could include discussing business changes, providing feedback from past experiences, and asking how law firm services can be improved.

Consistent meetings should become a habit, as they strengthen client relationships and can help expand a practice. These conversations demonstrate a lawyer’s investment in their clients’ success beyond the traditional billable framework, ultimately setting the lawyer apart in a competitive market.