How I’d Build a Thriving Legal Consulting Business in 2025

I've been running LBH first as a side hustle whilst I was still an in-house lawyer and later employed in legal tech. Needless to say that I didn't give it the attention it deserved to grow.

Not only that, I made all the classic mistakes—assuming clients would find me, obsessing over what I wanted to sell rather than what the market needed, and undervaluing my expertise.

The biggest takeway I learned if there was one: It’s not enough to be good at what you do. Hoping clients will magically appear won't cut it.

If I were starting over as a legal consultant in 2025, here’s how I’d do it.

1. Leaning into the 3Ps: Profession, Pain, and Passion

When I started, I had a passion for legal design and a solid in-house experience scaling a legal function.

Yet I overlooked the most crucial part: solving a big enough problem for businesses to prioritize paying for it. And whatever I had at the time, was not it.

If I were starting again, I’d map my strategy around these three things:

• Profession: What I’ve been paid to do in my legal career. This is my foundation.

• Pain: A costly problem businesses are desperate to solve. This is where demand lives.

• Passion: What excites me and sustains my energy for the long haul.

Without aligning all three, even the best ideas can fall flat.

For example I could have started an ALSP + legal ops consulting business for pharma and medtech companies as it was my background & something I enjoyed.

2. Validate First, Build Second

My biggest mistake was probably waiting for clients to find me. That cost me months. Instead, I’d validate my offer immediately by doing these:

• Talk to potential clients.

• Offer free or discounted services in exchange for testimonials and case studies.

• Use feedback to refine my service until it practically sells itself like Krispy Kreme doughnuts (Biscoff, always).

I’d stay focused on these early wins rather than wasting time on things like websites or fancy logos before I truly understand what the market needs.

3. LinkedIn Is the Place to Be (I guess I did this one right)

For legal consultants targeting B2B clients, LinkedIn is a goldmine. It’s where the decision-makers are. If I were starting fresh, I’d do what I did back then, just better:

• Commit to consistent, meaningful posts.

• Share content that directly speaks to the challenges my target clients face.

• Actively engage in conversations to build visibility and credibility.

4. Charge Premium, Serve Better

Starting out, it’s tempting to compete on price, but that’s a losing game. I’d position myself as a premium provider from day one.

Why? Fewer clients, higher value, and more room to over-deliver on quality.

Premium pricing isn’t just about income—it’s about working with clients who respect and value your expertise.

5. Think Like an Entrepreneur, Not Just a Lawyer

This was a hard lesson: being a great lawyer doesn’t guarantee business success. What moves the needle?

• Sales: Learn to communicate your value and close deals.

• Marketing: Position yourself effectively in the market.

• Experimentation: Try, test, and pivot until you land on what works.

• Market Research: Obsess over what people want to buy rather than what you want to sell.

These are the skills I lacked as a lawyer, and those that I definitely encourage everyone pursuing that path to start learning.

It took me years to understand this, but I hope by reading this, you won't have to.

Build Your Legal Business Smarter in 2025

If you’re serious about scaling your legal consulting business, you don’t need to make the same mistakes I did. Start with a clear, actionable plan that aligns with your expertise and market needs.

To help you fast-track your growth, I’ve created a practical guide tailored for legal consultants. It’s designed to give you the tools to market yourself, validate your offers, and attract the right clients.

Access the guide here (available for 5 days)

About Me

I am Sarah OUIS and I help legal professionals attract high paying clients using LinkedIn. You can follow me on LinkedIn and if you're interested in finding out more about what I do, you can check my website