Finding Profits & A Safety Net by Adding a Second Practice Area [Community Counsel]

Discover how adding a second practice area can boost profits and provide a safety net for lawyers. New York Attorneys Steven Pugliese and Christopher Mason’s experiences, advice, and strategies show how diversifying your practice can lead to new opportunities, steady referrals, and a more secure future.

Whether it’s to offset the negative effects of business cycles or the pursuit of a passion project, you can find profits and a safety net by adding a second practice area. We know of a stock loss lawyer who does real estate closings, and a corporate lawyer who handles guardianship cases.

This month in Community Counsel, we spoke to two Law Firm Suites’ members who shared how they successfully added a second practice area, the benefits they’ve gained, and their advice for any lawyer considering the same move:

New York Attorney Steven F. Pugliese

1ST PRACTICE AREA: Criminal Defense

2ND PRACTICE AREA: Immigration Law

HOW I GOT STARTED IN MY SECONDARY PRACTICE:

Steve added immigration law as a second practice area over 20 years ago when his clients began facing deportation due to criminal convictions. It was a natural progression rather than a calculated business move. With no mentor, Steve learned immigration law through extensive reading, attending CLEs, self-study and watching immigration court hearings.

BIGGEST BENEFITS:

As criminal cases led to immigration issues, Steve’s network grew exponentially, resulting in a steady stream of word-of-mouth clients in both areas. As he transitions toward retirement, Steve has found that the less physically demanding immigration work is a better fit than criminal trials.

ADVICE FOR ANYONE ADDING A SECOND PRACTICE AREA:

Start with what your clients are already asking for, then take small, deliberate steps toward expanding your expertise. Lawyers considering a secondary practice area should look for a natural alignment with their current practice. This reduces the burden of separate branding and marketing.

Get in touch with New York Criminal Defense and Immigration Attorney Steve Pugliese on LinkedIn.

New York Attorney D. Christopher Mason

1ST PRACTICE AREA: Employment Law

2ND PRACTICE AREA: Personal Injury

HOW I GOT STARTED IN MY SECONDARY PRACTICE: 

I began my career doing defense work in personal injury, specifically medical malpractice. Over time, I moved into insurance coverage and then employment law. While focusing on employment, I occasionally referred personal injury cases to colleagues. However, during COVID, employment law cases stalled, so I decided to shift back to personal injury by reaching out to my network and handling smaller cases to build experience.

BIGGEST BENEFITS:

The personal injury field provides a more reliable flow of cases compared to employment law, which often involves difficult cases and a high marketing cost. Personal injury, on the other hand, offers more referrals through relationships and clients I’ve successfully helped, creating a steady stream of work.

ADVICE FOR ANYONE

ADDING A SECOND PRACTICE AREA: 

Building a personal injury requires strong networking and a willingness to learn. Seek out experienced mentors, take relevant courses, and grow through referrals. Be patient–some referrals happen quickly, but others may take years. Stay committed to honing your skills.

Get in touch with New York Personal Injury Lawyer Christopher Mason.