From Collaborative Marketing Coach, Eric Sachs

Many professionals who train in the Collaborative Process assume that cases will naturally come their way. They invest in education, attend conferences, and build relationships within their local Collaborative community, expecting a steady stream of cases, however the reality is different. Collaborative cases are not simply handed to professionals; they must be created by those who practice this method.

Unlike traditional litigation, where attorneys are often retained reactively, the Collaborative Process requires a proactive approach. Potential clients don’t always know about Collaborative Divorce, and if they do, they may not fully understand its benefits. This means that professionals must do more than wait for referrals, they must actively cultivate Collaborative cases by educating, marketing, and positioning themselves as trusted resources.

Many clients walk into an attorney’s or therapist’s office expecting a standard divorce process. If Collaborative Professionals want to see more cases, they must be intentional about educating clients from the very first interaction. Letting clients know that Collaborative Divorce is an option and why it may be beneficial for their situation. Demonstrating how the Collaborative Process differs from litigation, focusing on reduced conflict, privacy, and family-focused outcomes. Emphasizing that clients will have not only a lawyer but also a neutral financial professional and a neutral mental health professional to guide them.

Clients seek professionals who exude confidence and expertise. If you want more Collaborative cases, you need to be recognized as a go-to professional for this process. Your website and social media should clearly communicate that you specialize in the Collaborative Process. Build relationships with mental health professionals, financial experts, and other attorneys who can refer cases.

Many Collaborative Professionals shy away from marketing, assuming their work will speak for itself. However, without a clear marketing strategy, potential clients won’t know about you. Create educational contentsuch as blog posts, videos, and social media updates that help clients understand the Collaborative Process. Ensure your website ranks well when people search for Collaborative Divorce professionals in your area.

Even when clients are aware of the Collaborative Process, they may hesitate. Your role is to help them see why this path is in their best interest. Listen to their concerns and address fears about cost, conflict, and uncertainty. Offer clarity on how the process works and what they can expect. Provide case examples of how other families have benefited from a Collaborative approach.

Collaborative cases don’t appear out of thin air. Professionals who thrive in this field take an active role in building their caseloads. Through education, marketing, and strategic networking, you can create the Collaborative cases that you want rather than waiting for them to come to you.

If you’re serious about growing your Collaborative practice, start by implementing just one or two of these strategies today. The more intentional you are, the more you will see your efforts pay off in the form of meaningful, fulfilling, and rewarding Collaborative cases.