How to Build and Sustain a Litigation Pipeline

By Stefanie M. Marrone on October 22, 2025

Posted in Business Development, Client Development

Litigation work ebbs and flows. Some stretches move quickly while others slow down enough to give you space to think about what’s next. Those quieter moments can be valuable if you use them to strengthen relationships and invest in the connections that keep your practice moving forward.

A litigation pipeline is more than a spreadsheet of names. It’s made up of people who know you, trust you and think of you when they need help. It includes clients, colleagues and contacts who have seen your work and believe in your judgment. That kind of trust builds over time through consistency and care.

The litigators who stay busy understand this. They see business development as part of their everyday work. It happens in the conversations they have with colleagues, in the updates they share with clients and in the reliability that makes people remember them.

A strong pipeline grows slowly and naturally. It’s built through small moments of follow-up, dependability and curiosity. When you do that often enough, your name becomes synonymous with trust. Here’s how.

Start Inside the Firm

Some of the best litigation work starts with the people down the hall. Corporate and finance colleagues have longstanding relationships with clients who may eventually need help with a dispute. When you take time to understand their work and their clients, they are more likely to think of you when a litigation issue comes up.

Make time to connect with lawyers in other groups. Ask about their clients and deals. Learn what matters most to their clients after a transaction closes. Offer to provide input for client updates or materials that can add value to their work. Sometimes it’s just checking in about how a matter ended or mentioning a recent court decision that might affect one of their clients. Showing real curiosity about what others are doing builds trust and goodwill that pay off over time.

When colleagues see that you care about their success, they start to see you as a trusted partner. Those relationships often lead to referrals and introductions that can grow into new matters. Internal visibility is as important as external visibility, and both take effort to maintain.

Tips:

Identify partners in corporate or finance who have clients that might face disputes
Ask to join meetings or pitches where potential litigation issues could surface
Share short insights on cases or trends that may interest their clients
Offer to draft short summaries or background notes for client presentations

Stay Engaged Between Matters

Litigation often comes in waves, but relationships should stay steady. The time between matters is when most relationships are built and strengthened.

The most effective lawyers stay in touch even when there’s no active case. They send short updates, share relevant decisions or congratulate clients on milestones. A thoughtful note or a well-timed message can do more to maintain visibility than constant outreach.

These gestures show you are paying attention and that you value the relationship beyond the last matter. Clients notice genuine interest far more than frequency. A few sincere touchpoints during the year often make a lasting impression.

When the next issue arises, you’ll already be top of mind because you stayed connected in meaningful ways.

Tips:

Reach out periodically with a relevant article or case summary
Acknowledge company news or promotions with a short, personal note
Keep track of your client’s business updates to stay informed
Make outreach part of your regular schedule, not an afterthought

Take Small Opportunities Seriously

Reputations start with how you handle small assignments. Research memos, brief sections and client updates might not seem glamorous, but they are how people learn what kind of lawyer you are.

Delivering high-quality work on smaller projects builds trust and shows consistency. Partners and clients notice who takes ownership and who brings care to the details.

Being helpful behind the scenes also matters. Offering to assist with pitch materials, trial prep or an internal client update gives you exposure to new people and helps others succeed. These actions create a foundation of reliability that leads to more meaningful opportunities later.

Tips:

Treat every assignment as a chance to show your standards and judgment
Communicate clearly about timing and expectations
Ask thoughtful questions to show engagement
Volunteer for tasks that let you learn about new clients or industries

Develop an Area of Focus

Clients prefer litigators who understand their world. The more you know about an industry, the faster clients see you as someone who can anticipate their needs.

Start by noticing the kinds of matters that interest you most. If you’ve handled disputes in sectors like private equity, healthcare or real estate, take time to learn more about those markets. Read trade publications, follow key players and attend industry webinars. Understanding the environment around a client’s business helps you offer better advice and spot new opportunities.

Specialization doesn’t need to be formal. Over time, your familiarity with a sector will make colleagues and clients seek your perspective first. That’s how credibility and visibility grow naturally.

Tips:

Choose a few industries that align with your experience and curiosity
Follow thought leaders and attend relevant industry programs
Keep track of emerging trends that might affect your clients
Share practical takeaways internally or on LinkedIn to demonstrate insight

Add Value in Small Ways

Adding value doesn’t require big gestures. It happens when you anticipate a client’s question, clarify a complex issue or connect them to a useful resource.

Thoughtful outreach is simple. A short, relevant message can go further than a long analysis. What matters is showing that you understand the client’s business and that you’re thinking about how to help.

Inside the firm, the same approach applies. Supporting colleagues by taking initiative, sharing information or helping with workload shows professionalism and teamwork. Those actions build relationships that last far beyond a single matter.

Tips:

Think one step ahead about what a client or colleague might need
Keep messages short and tailored to the person you’re writing to
Offer help on client projects or internal research to increase visibility
Focus on being helpful rather than trying to impress

Stay Curious About Clients’ Businesses

Behind every dispute is a business story. The more you understand your client’s goals and challenges, the better you can provide advice that fits their situation.

Ask about how their business works, what drives their success and what risks they’re most focused on. Knowing their priorities allows you to anticipate issues and find practical solutions.

Curiosity builds trust. When clients feel you understand their business, they start turning to you as an advisor rather than a responder. That shift deepens relationships and makes your work more strategic.

Tips:

Read client press releases and quarterly reports to stay informed
Learn about their competitors and market pressures
Ask questions that help you understand their priorities
Think about how legal decisions connect to their broader business goals

Keep Track of Your Relationships

Relationships grow when you nurture them consistently – it’s that simple. Keep a simple list of clients, colleagues and professional contacts. Note when you last spoke, what you discussed and when you plan to follow up. This helps you stay thoughtful and consistent in your outreach. Maintaining contact shouldn’t feel transactional. When you reach out with genuine interest, people feel it. The goal is to build long-term trust, not quick wins.

Tips:

Review your relationship list monthly and plan a few check-ins
Personalize every outreach so it feels sincere
Keep track of interests, milestones and shared connections
Make follow-up part of your weekly rhythm

Play the Long Game

A litigation pipeline takes time to grow. Each note you send, each introduction you make and each moment you help a colleague adds to it. You may not see results right away, but consistent actions compound. The lawyers who sustain busy practices do so because they invest in people, deliver excellent work and stay present long after a matter ends. Treat pipeline building as part of your practice, not as something separate. When you do, relationships feel more natural and opportunities flow from genuine connection.

Tips: