Lawyers are trained to master the law, but the reality of practice demands more. Once you’ve learned the ropes and found your area of practice, you will have likely hit mid-career. And here, the focus shifts: build a business, attract clients, and thrive. It’s a mid-stage pivot many find daunting.
So how did Selina Nikoloudakis, principal of Divorce Legal and College of Law lecturer, open her practice doors with a full client roster? She credits consistent networking and the power of authentic connection. We spoke to Selina to learn more about her journey, and her advice for lawyers navigating their mid-career years.
Mastering the art of networking
“On 1 November 2024, I proudly opened the doors to Divorce Legal with a full caseload,” Selina says.
It’s an achievement most could only dream of, and like all ‘overnight successes’, it was the result of years of quiet, consistent effort.
“Early in my career, I established a networking group called ‘Networking of Adelaide Based Professionals’,” Selina says. “I was keen to associate myself with like-minded business professionals.”
To grow her professional group, she attended networking events held in and around Adelaide, and invited those interested to join her networking group. As with all good marketing, she didn’t ask for business right away but provided a place for like-minded professionals to connect in a friendly and low-stakes environment. This allowed for members to get to know each other authentically.
“Through this networking group, I formed strong professional relationships,” Selina says. “I have maintained these relationships through regular catch-ups.”
Conquering the Mid-Career Pivot
Lawyers often report a ‘middle stage career plateau’ – when they feel too experienced for junior roles, but unsure of how to cultivate the business development skills required by senior positions. Promotion to partnership often comes with an expectation of bringing in new business – and if you choose to start your own firm, you’ll have to figure out how to find your own clients. It’s an often-daunting prospect.
While growing her local networking group, Selina turned her attention to refining her expertise.
“While I continued to build and maintain strong professional networks through networking, I tried to progress through the ranks by enhancing my skillset,” Selina says. “I turned to postgraduate study. I proudly completed a Master of Laws degree through the College of Law and I was awarded the Sandra Paul Memorial Prize as the best graduating student. I also attained my Specialist Accreditation in Family Law. I am only one of a handful in South Australia who hold this qualification.”
This means, for new clients, Selina possesses two levels of validation - she has generally come via a personal referral, and her specialist qualifications reflect an expertise her competitors are less likely to possess.
The impact of trust: Building a firm on referrals
Referrals are the lifeblood of a thriving law firm, but that flow depends entirely on how satisfied a client is with your advice and service. Selina understands this all too well, and her philosophy is evident in her approach.
“I approach every case with values that reflect me, on a personal level, and as the lawyer that I am,” Selina says. “I pride myself on providing accurate and succinct advice; I am a straight shooter, and I call it as I see it. Throughout my career, I have been entrusted to assist clients with complex parenting and property settlement matters, some involving significant asset pools.
“I have continued to ensure referrals from loyal referrers by staying true to the person and lawyer that I am, and by approaching each case with empathy and diligence. Clients report back to my referrers, and if you do a ‘good job’, you will maintain a loyal referral base.”
