17 simple ways to get climate clients
Including one action that recently netted me 3 clients in a single day
Hi! I’m Matthew Karmel, founder of the planetary lawyer project and Chair of the Environmental and Sustainability Law Group at Offit Kurman. (Any views expressed are my own. Nothing here is legal advice.)
I started my career as an associate with a single pro bono climate client and am now the head of a cutting edge climate-focused practice group at a full-service AMLaw 200 law firm.
I started this newsletter to help you build your own climate-friendly legal career by sharing hard-won lessons from my own career, short interviews with other climate-focused lawyers, legal developments, and relevant job opportunities.
How would you like to write an article that leads to 2 large climate clients and significant new business for your firm?
How would you like to go to a conference and come home with 3 climate clients in a single day?
How would you like to learn the secret to building deep bonds with colleagues and potential clients so you feel more connected to your network and also get more work from them?
Well, I’ve put together a list of 17 of our favorite ways to get climate clients.
I’ve used these tactics to grow a climate-friendly practice from scratch, starting with a single pro bono climate client and developing into a diverse book of climate clients.
So I know that this works.
And this is the first time I’m sharing all of this in one place.
But remember; not every tactic will appeal to (or work for) every person. And it is crucial not just to follow a script, but to follow your own path.
So as you read each tip think: Is this for me? How could I implement this using my unique skills and personality? Does this give me an idea for something else?
Then go out there and try something.
But if you’re still not sure where to start, just reply to this email to ask about 1-1 support.
Without further ado, here are 17 ways to get climate clients:
1. Join an industry group
Interested in a specific industry? Find an industry group; you’ll learn so much about the day-to-day issues facing businesses and clients will line up to work with lawyers who know their industry well. You’ll also be networking with decision-makers who can actually hire you.
The more visible you are in the industry group, the better. So join committees, go to conferences, write blog posts. Do whatever you need to do to be visible.
Also, make sure that you think about whether the industry group is a good fit for where you are in your career. You are probably better off with smaller industry groups earlier in your career, because you can build credibility and connections with less competition from other lawyers. I know that as a junior lawyer I had a very hard time finding my place in larger industry groups, but smaller ones still led to incredible results because I could stand out.
2. Find climate networking groups
It’s important to find a community that is working on climate issues to help you scale your impact but also to provide support when you need it most. I am a member of both the SoapBox Project and Work on Climate, and find them exceptionally rewarding.
Not only will you benefit from interacting directly with other people working on climate, you’ll also have a baseline of trust and understanding with fellow members of your new community. I’ve found that people within communities will go the extra mile to help other community members. I’ve been able to make and receive really meaningful introductions that have helped to grow my practice. I’ve also found that having a community to belong to makes me feel more connected. It recharges me to spend time with fellow climate workers!
3. Do climate pro bono
Several years ago, I faced a big problem. None of my clients were involved in climate issues.
Through pro bono work, I figured I could find a climate-friendly project and start my journey as a lawyer for the planet immediately. And I could do this without having to make drastic changes to my career or find a business that needed my help (and would take a chance on a then-junior attorney).
So I talked to my network and found a nonprofit that needed legal assistance to convince state regulators to allow community gardens to expand composting operations without prohibitively expensive permits. The next day, I was working on an important issue for the planet and my community. (You can also find climate pro bono by signing up for notifications from Green Pro Bono.)
The rest is history. I credit so much of my success to this first climate client, not only because it provided momentum but also because I learned new skills, got recognition for my work, and connected with key regulators and businesses. While I started my climate journey by doing pro bono projects, the reputation I built through these activities was the springboard for my current work for private equity funds, startups, and many other businesses.
4. Volunteer your non-legal skills
Another meaningful option is to just volunteer work for nonprofits and charities that are related to your climate passions. It can be nice to do something “non-legal” for a change of pace, and I’ve volunteered to help with social media marketing, event planning, fundraising. Through these efforts, I developed strong relationships with people that I might not otherwise have had the chance to meet, including senior executives at national companies.
5. Give a presentation
Public speaking can significantly boost your visibility and credibility in the climate sector. Consider offering to speak at industry conferences, webinars, or local events. Most conferences solicit presentations, so this can be a great way to get in front of a target audience with a compelling topic. One way to make your presentations more compelling, especially for a non-legal audience, is to combine two interesting topics. For instance, I have given several presentations on environmental justice, and I often will combine the concept of environmental justice with a specific issue facing the group that I’m speaking with. That way it is unique and interesting! Engaging directly with an audience not only enhances your reputation but also opens doors to potential clients who are impressed by your knowledge and passion for climate-related legal matters.
6. Do a Podcast
Being a guest on a podcast establish you as a thought leader in the field and really help expand your reach. I’ve had tremendous success with podcasts and find their return on investment to be much larger than almost anything else, except for collaborations, which I’m saving for the end of this list. A podcast allows you to reach a wide audience, and to speak to that audience in your own voice. Clients hire people that they like and trust, and there is no better way to build trust than to put yourself out there in a way that is easy for people to access.
7. Write an Article
Writing a traditional article can also be a great way to establish yourself as a leader on a particular issue or topic. Focus on timely topics, case studies, or legal analyses that demonstrate your deep understanding of environmental issues and your ability to navigate complex regulatory landscapes. But, remember that you are likely writing for a broad audience, so your style should be more conversational. I also recommend writing for industry publications, rather than firm blogs or legal periodicals, because you want your articles to be read by decision-makers and business leaders. Writing articles are a great way to demonstrate expertise, and there is an art to writing an article that conveys your knowledge of an area while also encouraging potential clients to contact you. It takes time to establish your own style, and some articles will be more successful than others. I’ve had some articles that brought in multiple new clients, and others that seem to have had no impact. Regardless, do not be discouraged as you are building a library of articles that will serve you throughout your entire career (and should be included on your bio as discussed more below).
8. Write a Whitepaper
One thing that I have not yet tried, is writing a detailed whitepaper on a significant climate law issue. Whitepapers are valuable educational tools that showcase your expertise, analytical skills, and ability to provide strategic advice on complex matters. It may also be possible to use whitepapers to connect with larger and more sophisticated clients. This type of content will also last much longer (and likely be read) more widely than your average article. Whitepapers can take many forms, including 50-state surveys and deeper dives on specific topics.
9. Post on LinkedIn
Returning to more familiar territory, there is so much benefit to using LinkedIn to share updates, insights, and articles related to climate law and your activities. Engage with your network by commenting on relevant posts and participating in discussions. LinkedIn is a powerful platform for professional networking and client acquisition, allowing you to connect with decision-makers and potential clients who are interested in your expertise in climate law. Many of my early clients came from LinkedIn. Often, I would use LinkedIn to make an initial connection with a specific prospect, and then I would nurture that relationship through emails and virtual meetings. However, I sometimes got cold outreach from potential clients through LinkedIn because of how visible I was on the platform. The key is to do what works for you, and to keep your style authentic.
10. Attend Conferences
Participating in industry conferences, seminars, and workshops not only expands your knowledge but also provides networking opportunities with potential clients and referral sources. (An estimated 13,000 trade shows take place annually in the US! That is a lot of opportunity to meet clients, colleagues, and referral sources, learn more about industries and hot topics, and generally raise your visibility in an area. But, conferences can be difficult. They’re huge investments of time and resources, and it is hard to make connections amidst the crowds. I try to maximize my impact by presenting at most of the conferences I attend because it usually reduces the cost of attendance and makes me feel more confident engaging with attendees given the cache of being a speaker. (That’s important for an introvert that tries to be an extrovert!) I also have had success with setting up meetings with other attendees before the conference begins. In fact, I used that tactic at a recent conference, and got three new clients from a single day at the conference. That’s most certainly a personal record for me.
11. Develop Referral Sources
According to one study, 59% of clients asked someone for a referral before hiring a lawyer. I have not been very successful at getting many climate-focused clients through referrals, but that might be because my marketing has been so unorthodox to date. If you want to focus on referrals cultivate relationships with professionals in related fields such as environmental consulting, ESG advisory, sustainability consultants, and other lawyers. Referral sources will want you to send them clients too, but if that is not an option there are other ways to provide value to your referral sources, such as introducing them to interesting people or finding other ways to promote them to your network.
12. Engage with Journalists
Media exposure can enhance your credibility, raise awareness of your practice, and attract clients who discover your expertise through news articles. But how do you get that exposure? Intentionally develop my contacts with journalists in much the same way that you develop potential clients.
Identify niche publications in industries that interest you (as it’s a lot easier to get press from niche publications than the big guys at least initially)
Set up google alerts on topics that interest you
From the publications and alerts, identify journalists that write about your interests
Email them. Tell them you liked a story they wrote. Tell them about a new development. Tell them about an article you wrote for your firm’s blog or on LinkedIn.
Connect with them on LinkedIn. Comment on their posts if you have something to add to the conversation.
Build relationships. Stay in touch. Keep a list.
It’s not magic. It’s simple, continuous effort, and it can lead to really life-changing exposure.
13. Talk with Colleagues
The people that are most likely to help you on your journey to building a climate-friendly practice are your current colleagues. Talk with them. Tell them what you’re trying to do and ask them to help you. They may be able to staff you on climate-focused matters, introduce you to interesting people, or send you articles or events that will lead to your next client. As with climate networking groups, it can also be nice just to have people to talk with about your efforts. Isn’t that what colleagues are for?
14. Connect with Climate Leaders
Engage with influential figures and thought leaders in the climate sector. Building relationships with key stakeholders in environmental policy, advocacy organizations, and academia can lead to collaborative opportunities and client referrals. Do not be afraid to ask for a virtual meeting! Your goal should be to learn as much as you can and meet people that can help you.
15. Collaborate for Impact
My secret weapon for building a climate practice has been collaboration. Working in the trenches with someone on a project, whether its an article, a presentation, a podcast, a pro bono matter, is like no other business development. It allows you to really connect with the other person and to spend time with them doing something of value. Be courageous about inviting interesting people to collaborate with you; you won’t get a yes every time, but you’ll be surprised and the projects you work on will be that much more powerful. You were already going to write that article, why not invite someone that you want to work with to add to the draft and share the byline? The relationships I have with my collaborators have grown into deep friendships in many instances.
16. Seek Recognition and Awards
Many people are afraid to seek recognition for their work, but… business development is about visibility! It’s also about credibility too, and that also comes with recognition and awards. Nominate yourself for awards or recognition programs that highlight excellence in environmental law or sustainability practices. Look at nontraditional awards, like industry group awards, and find opportunities to highlight the areas you are interested in working with. Winning awards or being featured in industry rankings can enhance your reputation, differentiate your practice, and attract clients seeking trusted legal advisors with a proven track record in climate advocacy.
17. Update Your Bio and Online Profiles
Did you know that, according to one study, more than 80% of clients check their lawyers bio when deciding whether to hire them? Don’t miss out on this easy way to promote yourself and give potential clients the confidence to choose you when they are considering multiple options. Regularly update your professional bio, website, and online profiles to emphasize your experience, expertise, and achievements. Focus on the areas where you are developing expertise, to demonstrate your knowledge and understanding and help drive more growth in those areas.
Insights and Sponsors
Look no further for insights on all things climate, as well as resources from our sponsors! If you would like to discuss sponsorship, just reply to this email.
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Now onto this week’s opportunities.
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Private Practice
Lateral Hub powers this week's private practice opportunities! Lateral Hub is the online lateral job board for where top-tier large, midsize, and boutique law firms publish openings so you can browse and apply directly - it's free to use, no account required.
You can even get SMS job alerts from Lateral Hub tailored to your practice area and location.
Sr. Associate, Environmental Litigation. Allen Matkins. SF, LA, Orange County, or San Diego. https://lateralhub.com/job/137-0026. $315,000 – 345,000. Allen Matkins is seeking a senior environmental attorney (7-10 yrs) with a wide range of regulatory defense and administrative enforcement matters, including CERCLA, RCRA, the Clean Air Act, the Clean Water Act, and related California statutes.
Associate, Energy Regulatory & Markets Group. Latham & Watkins, Washington DC. https://lateralhub.com/job/143-0033/. $260,000 – 365,000. Latham is seeking an associate with a minimum of 3 years of federal energy regulatory experience, including experience practicing before FERC with respect to power and/or natural gas.
Associate, Environmental Litigation. Shartsis Friese, San Francisco. https://lateralhub.com/job/121-0007/. $235,000 - 265,000. Shartsis Friese, a top midsize firm in San Francisco, is seeking an associate with 3+ years of solid environmental litigation and counseling experience. Candidates should have experience assisting clients in environmental matters involving state and federal environmental laws, including laws regulating hazardous and solid waste, water, air, and endangered species, as well as California Environmental Quality Act (CEQA) and National Environmental Policy Act (NEPA) issues. Experience with land use litigation is a plus.
Associate, Environmental Transactional. Proskauer, New York. https://lateralhub.com/job/146-0003. $215,000- 415,000. Proskauer is seeking a jr./mid-level associate (2-4 yrs) with experience at a large firm in handling the environmental transactional aspects of complex M&A, private equity, financing, and real estate matters. Experience with environmental regulatory compliance matters, brownfield clean-up and other remedial matters, and matters relating to sustainability, climate change and renewable energy is preferred.
Associate, Environmental Litigation. Ice Miller, Indianapolis, IN. https://lateralhub.com/job/122-0038. No minimum salary listed. Ice Miller is seeking a mid/senior level associate (4-6 yrs) to join its environmental and insurance litigation practice in the Indianapolis office. This position will involve all aspects of litigation and certain aspects of environmental cost recovery law, including Indiana’s Environmental Legal Action statute and CERCLA.
In-House
Legal Counsel – Renewables. AltGen. Cape Town, South Africa. https://www.altgen.com/job/legal-counsel-renewables-cape-town-2/. R780,000 - R900,000 (ZAR). No minimum experience is required. AltGen is a group of companies focused on recruitment within the renewable energy, climate change, and cleantech industries.
Staff Attorney. Chesapeake Legal Alliance. Annapolis, MD. https://secure.lglforms.com/form_engine/s/k6tkmcvyMIZ4-XiJH6f59A?t=1720547398. $93,000 - $120,000. 3-7 years of relevant experience. Seeking an attorney to handle litigation and case management as well as provide critical support to the Executive Director and Director of the Environmental Action Center for legal strategies.
Senior Litigation & Arbitration Legal Counsel. Gotion. Fermont, CA. https://boards.greenhouse.io/gotion/jobs/7260200002. Minimum of 5 years of relevant experience. Expected Pay Range: $100,000—$160,000 USD. Gotion is a fast-growing energy solutions company that aims to innovate and create the next generation of battery technology.
Senior Labor & Employment Legal Counsel. Gotion. Fermont, CA. https://boards.greenhouse.io/gotion/jobs/7025604002. Minimum of 7 years of relevant experience with 5+ years of experience specifically within Labor & Employment. Expected Pay Range: $100,000—$160,000 USD. Gotion is a fast-growing energy solutions company that aims to innovate and create the next generation of battery technology.
Senior Corporate Counsel, Contracts. Republic Services. https://jobs.republicservices.com/us/en/job/R-122962/Senior-Corporate-Counsel-Contracts. Minimum of six years of experience as a practicing attorney. Republic Services, Inc. (NYSE: RSG) is a leader in the environmental services industry. We provide customers with the most complete set of products and services, including recycling, waste, special waste, hazardous waste and field services.
Chief Patent Counsel. Argonne National Laboratory. Lemont, IL. https://argonne.wd1.myworkdayjobs.com/en-US/Argonne_Careers/details/Chief-Patent-Counsel_418576?q=counsel. No salary listed, looking for 10 years of relevant experience. ANL is seeking a Chief Patent Counsel with a strong business partnership mindset to join a team of nine attorneys and five support staff.
Legal Director/General Counsel. Gotion. Fremont, CA. https://job-boards.greenhouse.io/gotion/jobs/6580239002. $200,000 - $250,000. 10+ years of experience, with at least 5+ in the Manufacturing/Energy industry. The attorney will lead a team of lawyers and legal professionals, partnering with senior management to develop and implement effective legal strategies that support our business objectives while mitigating risk.
General Counsel. Stantec. Charlottesville, VA. https://stantec.jobs/charlottesville-va/general-counsel/4D2641858F0E4D029F2BA6E34BD96AB3/job/. Minimum of 10 years of relevant legal experience. Stantec is a global leader in sustainable engineering, architecture, and environmental consulting.
General Counsel. Rec Solar. Remote, with travel as needed to San Luis Obispo, CA. https://recsolar.com/about/careers/. Minimum of 10 years of experience practicing law, with a focus on structured finance for energy projects, preferably in a corporate legal department or law firm. Salary range: $250,000 - $350,000. REC Solar is a nationwide leading commercial solar company.
General Conusel. Fortera Corporation. San Jose, CA. https://boards.greenhouse.io/forteracorporation/jobs/4410251005?gh_src=0a4c648c5us. 15+ years of experience practicing law, with a demonstrated focus on drafting and reviewing legal documents in a corporate or business environment. Salary of $250,000 - $300,000. Fortera is a materials technology company headquartered in Silicon Valley that has created a new highly engineered zero CO2 cement solution that can reduce CO2 emissions by 100% when combined with green energy sources.
Government and Non-Profit
Fall 2024 Legal Internship. Center for International Environmental Law. Washington, DC. https://cielorg.bamboohr.com/careers/93?source=aWQ9MjI%3D. $2,600 per month. Must be a law student pursuing a J.D. or L.L.M. Responsibilities of a legal intern may include researching and writing about areas of domestic and international law, including environmental and human rights law, international investment law, and international trade law and policy, etc. and otherwise working closely with CIEL staff on various projects.
Biodiversity Law Center Intern. Defenders of Wildlife. Washington, DC or Denver, CO. https://defenders.org/about/jobs?p=job%2FoJE8tfwI. $800 per week. Current 2Ls only. Defenders of Wildlife’s 10-week summer internship program will provide interns with in-depth exposure to Defenders’ conservation work, the opportunity to acquire specific skills needed to pursue their professional goals, the opportunity to engage in hands-on research/projects in their field of study, and the opportunity to build professional networks.
Associate Attorney, Rocky Mountain Office. Denver, CO. https://earthjustice.org/job/associate-attorney-rocky-mountain-office. $100,800 - $118,700. 1-5 years of relevant experience. The Associate Attorney position is a three-year position with the possibility of an additional three years as a Senior Associate Attorney.
Staff Attorney - Oil & Gas. The Center for Biological Diversity. Oakland, CA. https://biologicaldiversity.bamboohr.com/careers/87. $69,000-$85,000. Minimum 3 years of relevant experience. The Climate Law Institute wages innovative legal and grassroots campaigns to protect people, wildlife, and ecosystems from climate change and the fossil fuel industry.
Senior Attorney - Oil & Gas. The Center for Biological Diversity. Oakland, CA. https://biologicaldiversity.bamboohr.com/careers/87. $85,000-$125,000. Minimum 8 years of relevant experience. The Climate Law Institute wages innovative legal and grassroots campaigns to protect people, wildlife, and ecosystems from climate change and the fossil fuel industry.