Building success in law: Kings County Criminal Bar hosts referral-based business development CLE
Stephen G. McCarthy Jr. (left) and Monica Hughes (right) with KCCBA President Darran Winslow at the Brooklyn Bar Association. The team presented a practical approach to building a referral-based private practice at the November CLE meeting. Brooklyn Eagle photos by Robert Abruzzese
The Kings County Criminal Bar Association (KCCBA) welcomed attorneys to its monthly CLE meeting on Thursday, Nov. 14, for a practical and insightful session on building a successful private practice.
The event, held at the Brooklyn Bar Association on Remsen Street, featured a lecture titled “Effective Referral-Based Business Development for a Quality Private Practice,” delivered by seasoned attorney Stephen G. McCarthy Jr. and his associate, Monica Hughes.
McCarthy, a criminal defense attorney with over three decades of experience, opened the session by emphasizing the importance of a referral-based approach to business development.
“I’m going to try to give you something in 55 minutes that I think will help every private attorney in this room,” McCarthy said. “You will increase the volume of cases you get in your office and increase the quality. I think just about everyone here has at least five or eight years of experience in criminal justice, and I absolutely think you can compete for the biggest cases in NYC.”
McCarthy shared anecdotes from his career, including his beginnings as a poker dealer in Florida and his time as an assistant district attorney under Hon. Anne Swern at the Brooklyn DA’s Office. His approach to business development, detailed in his materials, emphasized building relationships, maintaining regular contact with referral sources, and consistently showcasing professional success.
McCarthy laid out a step-by-step guide for attorneys looking to build a successful referral-based private practice, offering a clear and actionable approach drawn from decades of experience in criminal law. His method begins with a simple yet often overlooked principle: treating business development as a second job, as important as the legal work itself.
The process begins with setting aside dedicated time each week to plan and strategize, separate from regular legal work. McCarthy advised attorneys to define their unique value in a concise, three-sentence pitch, helping them clearly articulate why they stand out.
Building a network of referral sources is the next step. McCarthy encouraged attorneys to add one new contact per week, resulting in a robust network over time. Maintaining detailed records of these contacts ensures consistency in communication and follow-ups.
Strengthening these relationships requires regular in-person meetings. McCarthy suggested three meetings a week, whether casual or professional, to foster trust and familiarity. He also recommended sending personalized updates about successful cases to keep referral sources informed and engaged.
Finally, McCarthy underscored the importance of handwritten thank-you notes for referrals, calling it a small gesture with a lasting impact. By following these steps, attorneys can create a sustainable, referral-based practice built on strong relationships and consistent communication.
Monica Hughes, a recent graduate of the Charleston School of Law and an associate in McCarthy’s practice, offered a Gen-Z perspective on the referral model.
“When I first started working with Stephen, he handed me three massive binders and told me to call this person and that one,” Hughes shared. “The first thing that went through my head was, ‘I’m Gen-Z, I don’t call — I text.’ But I called them, followed up with a text, and eventually, I got really good at reaching out. It sounds nuts, but it’s been worthwhile.”
Hughes highlighted a simple but effective technique she uses: sending a personalized letter to contacts as an introduction and a way to strengthen professional relationships.
KCCBA President Darran Winslow praised McCarthy’s method, describing it as both practical and empowering.
“When Stephen presented this idea to me, I knew how good it would be,” Winslow said. “He can joke with the best lawyers in the country because he actually has something to tell us about how we should appreciate ourselves. We’re all at the top of our field, and sometimes we forget because we don’t have time.”
Winslow encouraged attendees to embrace McCarthy’s structured approach, calling it a “well-thought-out and well-reasoned” method to building a practice.
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