How Excello Law’s Referral Network Really Works

Consultant lawyers at Excello embrace every opportunity to work together and have contributed to a strong internal referral culture. Our curated and incentivised referral network means that every team member reaps the benefits, and referrals are never just passed along. Every introduction is matched on both expertise and personal fit, so clients get the right lawyer for the job and lawyers get work they will genuinely enjoy.

We spoke with our Director of Referrals and Community, Rasneet Sohal, who explains how referrals work at Excello, how we build teams for larger clients and tenders, and how the system benefits all our partners.

When a lawyer needs a referral for their client, how do they go about that?

There are two main routes to refer work. Lawyers can come directly to me for guidance on the most suitable colleague based on experience, capacity and location. Alternatively, they can post the opportunity on our intranet space Excello Connect, where colleagues can respond directly.

For those new to the firm, I would usually recommend a meeting with me first to ensure a smooth introduction into the network.

How can lawyers request work to be referred to them?

Lawyers can always express their interest in receiving referral opportunities through Excello Connect and our partners are always receptive to reaching out for a conversation.

In addition, I direct opportunities in my role as the designated referrals lead. Where appropriate I will open these opportunities to a team of lawyers with the relevant expertise and capacity, helping to ensure work is matched efficiently across the network.

How do you make sure the right lawyer gets the right work?

A key part of my role is matching opportunities to the right people, and that goes beyond a straightforward skills match. Having built a strong understanding of our lawyers in my four years at Excello, I know their expertise, but I also know how they work and who they work well with. Getting both of those things right, the technical fit and the personality fit, is what makes a referral succeed rather than just tick a box. It would be easy to default to whoever is newest to the firm or simply the most vocal about wanting work, but that isn’t how we do things at Excello. Our lawyers and our clients notice that difference, because those relationships, with our clients and between our lawyers, are what everything else depends on. Our lawyers find it very helpful to have someone in this dedicated position.

I also spend time with every new joiner to understand their expertise, experience and client base, identifying potential synergies with other practice areas across the firm. An important part of this process is introducing newcomers to colleagues who may become valuable contacts, collaboration partners or referral sources, helping them build meaningful relationships and integrate into the wider Excello community from day one.

How does this work when a client needs more than one lawyer?

For larger or more complex clients, one lawyer often is not enough, so I help put together a team. That might mean bringing in a corporate specialist alongside a property litigator, or an employment lawyer alongside a commercial contracts specialist, depending on what the client actually needs. I facilitate introductions between the lawyers involved so the client gets a genuinely turnkey service, one point of contact, but the right depth of specific experience behind it for every part of the matter.

Do you take the same approach for tenders?

Yes, and it has become a significant part of how the firm has grown. When a tender calls for a range of expertise, I help bring together the lawyers best placed to respond as one coordinated team rather than leaving it to chance. It works well for clients, who get a stronger, more complete proposal, and lawyers love it too, because it gives them access to a far greater depth and breadth of work than they would see working alone.

How do lawyers get rewarded for referring work?

We operate a structured referral reward system. Lawyers receive a referral fee for introducing a new client to the firm, as well as ongoing financial reward when those clients return and instruct additional colleagues.

What happens if their client goes on to do repeat work with other lawyers?

The referring lawyer continues to receive a referral fee for all future work generated from that original introduction, across the firm as a whole.

How often do lawyers at Excello work in teams?

Collaboration is actively encouraged across our community. Lawyers have full autonomy to work together where a matter requires it, and I also help facilitate connections where additional expertise would be beneficial.

Do the lawyers get to collaborate and meet in person?

Yes! We run a varied events programme across the year, including regional lunches, workshops and wellbeing events, alongside our annual two-day flagship Summer Celebration and Christmas lunches across the country as well as a whole-firm party in London.

With nine UK offices as well as our offices in international locations, we actively encourage lawyers to work across the Excello network and build relationships in person. Some have booked trips overseas to grow an international dimension to their practice.

What is your favourite thing about your job?

The relationships with our people. I enjoy getting to know our lawyers, both in relation to their expertise and individually, and seeing how those connections translate into collaboration and stronger outcomes for clients.

I also love organising and attending our community events and seeing first-hand how they strengthen relationships and culture across the firm, that’s a real highlight of my role.

Is there anything else we should know about referrals at Excello?

Referrals are a core driver of the firm and represent a significant proportion of our work. It is not just about volume, it is about quality, matching the right person and the right team to every opportunity.

We are constantly looking to improve and have exciting developments and innovations on the horizon for our referral management processes, all designed to enhance the referral experience and make collaboration even more seamless for our community of senior lawyers.