Do You Ask for Business?

I’m just wondering…because I get a lot of notes and questions from mediators about how to transition from doing court annexed mediation to building a private client base.

Now, hear me clearly, DON’T ask for business until people know you, like you and trust that you can do a good job.

Once you have established some trust and done good work for them (through the court’s panel) or through a free speaking presentation (people can get a strong sense about you from your presentations), then, when appropriate, don’t be afraid to let them know you are available.

Jeff Krivis in his book, How To Make Money As A Mediator (and create value for everyone), notes that it is when we provide value and listen to attorneys’ and other potential clients’ problems that we are then positioned to let them know we may be able to help.

Case in point, I did a mediation the week before last where one of the attorneys was talking about how his clients were involved in another lawsuit. He mentioned that the opposing attorney was particularly difficult. I asked if they had been assigned a mediator by the court. He said they had but the mediation hadn’t taken place. I casually said, well if things don’t work out with the court appointed mediator, let me know, I’d be happy to help.

He sent a fax a couple of days later asking me to mediate the other case. True story.

You need not be aggressive or “salesy” but sometimes when the time is right and you know of a need, offer to fill it.


Managing Editor In business since 1996, is the world’s leading mediation and dispute resolution website with over 7 million annual site visitors. serves as a bridge between professionals offering dispute resolution services and individuals and businesses needing those services. was awarded the 2010 American Bar Association Institutional Problem Solver of… MORE >

Featured Mediators

View all

Read these next


Canada – Different Levels of Courts Urge the Parties Before Them to Mediate Instead of Litigate

This article first appeared on Urbas Arbitral, here. In separate cases, the Court of Appeal in Iyad Al-Qishawi Professional Corporation v. Alexander C. Yeh Professional Corporation, 2020 ABCA 372 and the Court...

By Daniel Urbas

Too Much Information?

More than ever before it seems to me that we are reading what has historically been confidential mediation information. Most of the time, in the blogosphere at least, it's a...

By Geoff Sharp

This Common (but faulty) Reasoning Leads to Bad Decisions

We like to think of ourselves as rational beings, and yet we act irrationally in all sorts of ways. One way we act irrationally is with a type of faulty...

By Tammy Lenski

Find a Mediator