About the Course
Introduction
This CLE course will provide guidance to solo and small firm attorneys on the ethical and professional aspects of client development to ensure that their actions are consistent with the Rules of Professional Conduct. The program will review applicable ABA Model Rules and Formal Opinions and their ramifications when attorneys or others acting for them pitch for firm business to clients with specific legal issues. The panel will also offer practical strategies for building referral relationships, strengthening professional reputation, and creating a sustainable law practice.
Description
For solo and small firm attorneys, ethical client development means pursuing growth without cutting corners on professional responsibility—particularly the rules governing client solicitation, marketing, conflicts of interest, and competence. Attorneys must understand available methods for client development and be vigilant against improper solicitation practices to sustain their law practice.
Despite some clarifications stemming from applicable Rules of Professional Conduct and ABA Formal Opinions, ambiguity remains concerning a lawyer's ethical responsibility for the lawyer's actions and those of others who engage in client solicitations and marketing with specific individuals. For instance, ABA Formal Opinion 501 attempts to clarify an attorney's ethical responsibilities when third parties recruit and communicate on the lawyer's behalf. A lawyer cannot do through another person that which the lawyer could not do directly.
Listen as this panel examines the principles and rules that govern a lawyer's ethical duties concerning client development, examines how those rules vary by jurisdiction, and provides practical tips for ensuring compliance. The panel will also offer strategies for ethically developing a referral network, strengthening professional reputation, and building a sustainable law practice.
Presented By
Mr. Hartmann's dedication is shown by the effort he undertook to earn the recognition of Certified Criminal Law Specialist by the State Bar of California, a distinction held by fewer than 400 of more than 190,000 licensed attorneys. He earned the honor in 2005. Enjoying an impressive career spanning roles as a Superior Court Judge Pro Tem, an adjunct professor of law, and the author of the 2026 book, Making It Rain, The Art of Building A Successful Law Practice, Mr. Hartmann is widely seen as a criminal defense authority.
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This 60-minute webinar is eligible in most states for 1.0 CLE credits.
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An excellent opportunity to earn Ethics CLE credits. Note: BARBRI cannot guarantee that this course will be approved for ethics credits in all states. To confirm, please contact our CLE department at pdservice@barbri.com.
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Date + Time
- event
Wednesday, September 16, 2026
- schedule
1:00 PM ET/10:00 AM PT
I. Applicable rules
II. Client solicitation; common reputation and professionalism mistakes
III. Ambiguities clarified by ABA Formal Opinion 501
IV. Ethically building a referral network
V. Effective policies for sustainable practice development
The panel will discuss these and other key issues:
- What professional rules govern client solicitation?
- How to ethically build a referral network
- How to avoid common reputation and professionalism mistakes
- Do legal ethics prohibit the use of lead-generation services?
- What would an effective policy on client solicitation look like?
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