A wise colleague once told me, “You will always regret the client you take, but not the ones you don’t take.” Over time, I’ve found this to be true. As lawyers, we sometimes feel obligated to take on every client that walks through our doors. But the reality is, not every case is the right fit—whether it’s due to personality, expertise, or capacity.

However, you can still help the potential client when they are not a good fit for you by finding them another lawyer who is perfect for them. A well-placed referral can build trust, strengthen your professional network, and ultimately grow your practice. Here’s why saying “no” could be the best thing for everyone.

1. Not Every Client Is the Right Fit—And That’s Okay

The benefit of running your own practice is the freedom to choose the people you work with and the types of problems that you solve. You get to work with clients on cases that align with your expertise, values, interests, and capacity. Taking on the wrong client or type of case can lead to:

• Frustration – Misaligned expectations or difficult client relationships.
• Inefficiency – Spending time on cases outside your area of expertise and in which you do not have an interest in repeating or expanding into. The one-offs are rarely worth the time and effort to learn (unless it absolutely fascinates you, then absolutely, do it).
• Lost Opportunities – When you have limited capacity, filling your time with less than ideal clients could mean losing out on the opportunity to work with your ideal clients when they come knocking.
• Reputation Risks – A poor client experience can lead to negative reviews.

Instead of forcing a fit, referring the client to another lawyer who is better suited for the case benefits everyone. The client gets the representation they need from an attorney who loves working with them, you maintain your reputation for professionalism and integrity, and the other attorney gets to work with their ideal client.

2. Referrals Strengthen Professional Relationships

Referrals aren’t just about passing along a client—they’re about building trust with your network. Strategic referrals can:

• Position you as a lawyer who prioritizes client needs over profit.
• Strengthen relationships with other attorneys who may refer your ideal clients to you.
• Build goodwill in your legal community, creating a strong referral pipeline.

Tip: Keep a curated list of trusted attorneys in complementary practice areas and the types of cases and clients they enjoy working with so you can confidently direct potential clients to the right professionals.

3. When & How to Say No to a Potential Client (While Keeping the Door Open)

Turning down a case should be done with professionalism and care. Here’s how:

• Be honest but tactful – “This case is outside my area of expertise (or I am at capacity), but I want to make sure you’re in good hands.”
• Offer a trusted referral – Provide a name and contact information for two to three lawyers that you recommend so that the potential client has choices. Make an introduction if you feel that it is appropriate.
• Keep the connection open – Educate the potential client on the type of work that fits your expertise and let them know that they can reach out to you in the future.

By handling a “no” in an honest and empathetic way, you leave a positive impression—and you will be surprised to find that non-client may still refer others to you in the future.

Saying “no” to the wrong client doesn’t mean closing doors—it means opening better ones. By strategically referring cases, you build a strong network, strengthen relationships, and grow your practice in a way that aligns with your expertise and values.