Dave Thomas didn’t start out in legal marketing, but he’s made a home here. As the National VP of Business Development at Law Tigers, he’s constantly finding new ways of expanding America’s largest network of motorcycle accident attorneys.

Law Tigers has been able to grow because they’ve specialized in motorcyclists; they’ve built knowledge and trust in a passionate community. In this episode, Dave and I discuss the power of niching down, handling referrals differently, and how to generate traction with potential customers.