Law Firm Success: How Philip Fornaro Build a Law Firm Clients Can’t Stop Referring

How to Build a Law Firm Clients Can’t Stop Referring | Philip Fornaro on Strategic Growth 

Want to grow a law firm that thrives on referrals and real relationships—not constant client chasing? 

In this episode, Philip Fornaro shares how shifting from a transactional model to a strategic general counsel approach transformed his firm, his mindset, and his growth. 

🎯 Learn how delegation, mindset shifts, and client alignment can unlock a firm that runs smoother and grows faster. 

If you're stuck in the day-to-day grind, this conversation will inspire you to think bigger.  

Timestamps 

00:00 – Introduction & why hiring an executive assistant changed everything

01:00 – Meet Philip Fornaro & his Outside General Counsel firm model

02:30 – 3-tier client approach: Legal, Business Advice, and Strategic Partners 03:30 – Moving from transactional to strategic relationships

05:00 – How the team helped drive the client model shift

06:45 – Letting go of misaligned clients (and why that’s powerful)

08:00 – The mindset switch: from cost to investment

09:30 – Building a business that attracts the right clients automatically

10:50 – How sharing value (even before hiring) creates trust

11:40 – The role of strategic partnerships in long-term client loyalty

12:40 – Final advice for law firm owners trying to scale 

13:30 – Why you can’t do it all yourself—and shouldn’t try

🔗 RESOURCES & LINKS 

📘 Buy Back Your Time by Dan Martell 

🎙️ Philip’s Podcast: https://www.lbmpodcast.com 

🔗 Connect with Philip on LinkedIn: https://www.linkedin.com/in/fornarolaw/ 

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💬 Drop a comment: What mindset shift are YOU making in your law firm this year? 

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