SRA Update on COLP & COFA Timetable

From the SRA’s May update …

You can nominate your COLPs and COFAS from 31 May until 31 July 2012.  Expect an email before the end of May from the SRA to your firms’ authorised signatory with a link to the web-based nomination form so you need to make sure they know who that should be.  The SRA expect to give approval to nominations by 31 October 2012 when COLPs and COFAs must start fulfilling their duties.

Some useful guidance and more information here

Lexcel is a great way to get your house in order to ensure compliance – so if you are thinking about going down this route, have chat with Mike Jackson who has taken many firms through the process very cost-effectively since the standard was first introduced.

Contact Mike direct on  07802 281 599 or at mjackson@inpractice.co.uk

Or complete this form and Mike will contact you.


Winmark Survey 2012 – the right strategic priority, but is a boost needed to keep up the momentum?

Do you agree on business priorities with the 96 UK General Counsel and Legal Directors and 49 Managing Partners, CEOs and COOs who took part in Winmark’s Looking Glass Report 2012?  We see a challenge that many legal practices are failing to address effectively at the heart of most strategies on the Number 1 priority.  Does your practice need a boost to keep client relationship initiatives moving, or to re-engage your people? 

No surprise that client service is top of the agenda, but how many law firms are struggling to give lawyers a broader perspective on what client relationships should look and feel like.  It’s time to take a step back with many clients to take a fresh look at how a different kind or relationship could work better for them.  That often involves IT now to improve communications and integration, improve processes etc.  But how many IT people get to meet clients?  And how many lawyers talk about IT and integration when they meet the client?   A more structure and shared approach to exploring and building relationships is needed, driven by a better understanding of the client’s business and what keeps the CEO or FD awake at night.

But are lawyers able to keep up the momentum on the changes that have to be made in minds, hearts and in practice to “walk the talk” on client service?  These stats suggest maybe not.  Although there is a 10% increase in firms wanting to get a better understanding of clients’ businesses, initiatives that focus on all other areas involved in putting this into practice have slowed …. apart from entertainment!

Working as a catalyst for change and innovation, our client and introducer opportunity reviews enable lawyers to open up a different discussion with key clients and provide the most powerful feedback (from the clients who pay the bills) to help lawyers recognise where a different approach will produce more and better business.  More information here.

The other big shift is in activity on mergers and acquisitions where there is  

You can download the full Winmark Looking Glass report here.

Contact: Allan Carton


Our Top Five Fixes for shaping up to OFR

Lost in acronyms?  Struggling to know where to start?  If so check out our Top Five Fixes to get closer to compliance.

Prepare a business plan

Principle 8 of the SRA Principles states that you must “run your business or carry out your role in the business effectively and in accordance with proper governance and sound financial and risk management principles”. There are also relevant provisions in Chapter 7 of the 2011 Code:  Outcome (7.4) states that “You maintain systems and controls for monitoring the financial stability of your firm and risks to money and assets entrusted you by clients and others, and you take steps to address issues identified.  The SRA will therefore expect you to plan well in advance if you are considering any change to the structure of your firm and to have a business plan in place which shows that you have considered and regularly review the financial viability of the firm.  The new approach enables the SRA to concentrate its resources on business models that rely too heavily on, for example, introducers of large volumes of work, or on models that have a slim profit margin, potentially endangering the business viability of the regulated entity. It will also be necessary to review your business plan periodically to assess its effectiveness and consider possible changes.

Prepare a whistle blowing policy

Outcome (10.4) states that: “you report to the SRA promptly, serious misconduct by any person or firm authorised by the SRA, or any employee, manager or owner of any such firm (taking into account, where necessary, your duty of confidentiality to your client).”   This is supplemented by Indicative Behavior (10.10) which states that “having a “whistle-blowing” policy” may tend to show that you have complied with the principles. You should therefore develop such a policy which explains the process which a person within the firm should go through if they encounter misconduct either within or outside of the firm. In both situations this should includes clear reporting lines and the people responsible within the firm for reporting to the SRA.

Prepare an interest rate policy

Rule 22.3 of the SRA Accounts Rules 2011 states that: “You must have a written policy on the payment of interest, which seeks to provide a fair outcome. The terms of the policy must be drawn to the attention of the client at the outset of a retainer, unless it is inappropriate to do so in the circumstances.” Rule 22.1 states that: “When you hold money in a client account for a client, or for a person funding all or part of your fees, or for a trust, you must account to the client or that person or trust for interest when it is fair and reasonable to do so in all the circumstances.” There is a large degree of flexibility given to firms when deciding on what interest will be payable to client’s on money held client account.  It is also possible to contract out of the obligation contained in Rule 22.1, under Rule 25.1. When contracting out the client must give informed consent and therefore all relevant information must be made available to them at the outset to enable them to do so. The policy should therefore be included in your firm’s terms of business and any existing clients will require a letter explaining the policy and requesting their agreement. The policy should also be included in your firm’s Office Manual.

Comply with provisions relating to outsourcing

Outsourcing can provide for lower costs associated with accounts, disclosure, ICT support and consultancy and digital dictation services. However when using such services you must now ensure that clients are informed in your firm’s terms of business that you do not provide such services. You must also ensure that you make adequate arrangements with the entity you are outsourcing to so that the SRA will have the same access to the information which they store regarding your firm as they would if the service was being provided by you. This will mean altering your contract with them to reflect this necessity.

Select a COLP and COFA

The new SRA handbook requires both ABSs and solicitors firms to appoint a COLP and COFA in order to become or remain authorised.  The SRA Authorisation Rules for Legal Services Bodies and Licensable Bodies make minimum requirements as to who may take on the role of COLP: “8.5 (B) An authorised body must at all times have an individual:  (i) who is a manager or an employee of the authorised body; (ii) who is designated as its COLP; (iii) who is of sufficient seniority and in a position of sufficient responsibility to fulfil the role; (iv) whose designation is approved by the SRA.”  Similar provisions exist in relation to the COFA. However Rule 8.5 (g) states that the COLP must be a lawyer in order to be designated; no equivalent provision exists for the COFA.

The selection of the COLP and COFA must be approved by the SRA. The SRA will apply the Suitability Test when deciding whether to approve a non-authorised person candidates.  Whilst it was previously understood solicitors would be passported the SRA web site has a case study indicating that full screening will be applied to solicitors. The possibility of full screening of solicitors has been confirmed to us by the SRA (29.03.12) and that entails enhanced CRB checks. This process may present issues for those solicitors who have not previously undergone the Suitability Test or its predecessors. This may pose particular issues for the smaller firm with more limited choice of candidates for the COLP and COFA roles. Sabina Rinker has acted for those experiencing issues arising from the Suitability Test and she is very familiar with the jurisprudence which is developing at a pace.

We hope our Top 5 give you a starting point.

As always, if in doubt — take advice!

Tony Guise


Client relationships and CRM systems – now is the time to make some decisions

If you have a CRM system that isn’t working well enough for your practice, or if you are looking at options to improve your management of client relationships, we can help you.

CRM is high on the agenda for most legal practices right now … and also a critical area of weakness for many, both in the lack of use of the technology AND because lawyers often struggle to understand why and how best to develop strategic relationships with clients.  If you are interested in Client Relationship Management (CRM) systems whether for a first time implementation or to improve what you already have in place, we can make sure you know …

A]  Which CRM system is the right one for you at your current stage of development, with your people and with your plans going forwards?    Is it …

  1. Your Practice Management System (PMS) supplier; 
  2. Microsoft CRM;
  3. LexisNexis InterAction
  4. Conscious (Sugar CRM)
  5. SmartCRM
  6. Microsoft CRM4Legal
  7. Microsoft xRM4Legal
  8. Sage Sales Logix / e-metis
  9. SalesForce
  10. Tikit ClientConnect
  11. Thomson Reuters’ Hubbard One
  12. CDC’s Pivotal; or,
  13. Do you think you should build your own? 

These are the key players in the legal sector right now, but how do you know which is right for you? We can save your people a lot of time in researching and evaluating all these options as we already know their strength and weaknesses in features, implementation and usage.

B]  How your people should make most effective use of CRM within the business?  This should of course be decided before you buy a system to meet your needs, to make sure you make the right selection.

We can help you make the right decisions to get your people actively engaged in using CRM effectively and earlier than if you try to handle all of your CRM projects internally.  External objective involvement in these projects makes a crucial difference for the better.

If you want to find out more … call Allan Carton on +44 (0)161 929 8355 or complete this contact request form suggesting some times to talk and I will call you.


Accountants have to work harder too

ACCOUNTANCY firm RSM Tenon has seen a drop in revenues and an increase in debts but insists the underlying business remains resilient in a “challenging market”.  The firm, which has a number of offices in the North West including a large operations in Manchester, Preston and Chorley, saw its chief executive Andy Raynor axed at the end of January as a result of “disappointing” financial performance. Now with the release of its interim results for the six months to the end of 2011, the size of the task facing his successor Chris Merry has become apparent. Revenue is down 9.3% to £107.8m and net debt is now £76.5m compared to the 2010 figure of £73.3m. 

The firm also reports a loss on continuing operations of £70.6m after impairment of goodwill of £60.7m.  On the plus side the firm says it has agreed in principle bank facilities of £88m to October 2012 and is having positive negotiations regarding long-term funding. Chairman Adrian Martin said: “Significant progress has been made since our 23 January 2012 trading update.

The financial review has been completed, the prior year accounts restated, funding is in place to October and a new CEO has been appointed. Our executive team is fully focused on restoring the business to profitability.” Merry added: “Our underlying business performance has been resilient in the face of a tough market environment. We have a clear action plan to drive near- term profitability and cash generation. “The majority of our revenues and cash generation arise in the second half of our financial year and this trend is set to continue. RSM Tenon is fundamentally a sound business. It now has a solid base to build for the future and to deliver an appropriate return for shareholders.”

Courtesy of TheBusinesssDesk


If you don’t have a meaningful marketing plan to enable you to be proactive, it’s time to get one now

In today’s economic climate, to enable your practice to be proactive in tapping into opportunities as the market for legal services changes, every law firm needs a meaningful marketing plan so everyone (even if it’s just you) knows what has to be done, when, with the time set aside to make it happen.

A marketing plan lays out the steps you’ll take to create the business you want.  Think of it as a to-do list, to move your practice the first steps towards your vision of how you want to see your business in a few years time and to achieving the goals you have set for your practice.  It converts your business strategy into the actions you (and your colleagues) have to take to make it happen.

The plan will assign specific tasks to individuals (even if it’s just you) and give them a sequence, timescale and deadlines to achieve them.  It’s not rocket science, but it needs to be done, which takes time, discipline and some detachment from day-to-day work to get it done.

An effective marketing plan requires you to take a step back to review you business afresh (and your strategy) to make sure you have all the components and resources lined up to enable you to achieve the objectives you have set.

So you can get focused and get anyone else involved that needs to be, it will make clear and very specific: a)  What you want to achieve with in the next 12 months (your business plan and strategy should be for a longer period of say 3 to 5 years); b) What steps you and your colleagues are going to take to make it happen; c) The resources you realistically need to do it – so you can make sue they are available and committted (otherwise it won’t happen); and, d)   The key actions you and colleagues will take each month, week and as a matter of daily routine to help keep the momentum and perisistence that is needed going.

Even now most smaller firms don’t have a meaningful marketing plan.  To get something in place that is workable is not a big job – particularly if you are prepared to get a third party like us involved who can lead you through the process with candid, objective insight.  Gathering even just a little feedback from clients and referrers you want to work with can make the exercise invaluable – it enables you to make decisions about what to do faster, with confidence.

For more information, contact Allan Carton  We can get you started (which could be just a half day or our time to get you on the right track )and provide you with guidance (online, by video conference, with telephone support) as you work your own way through the process or we work with you to take you through the process.  It’s your choice on what is most cost effective for you.


Good pointers – where to start with “lean thinking”

If you’re on LinkedIn, it’s worth checking out the comments in this discussion about first steps in introducing lean business processes.  For us, getting leadership from the top and engagement with the people doing the work are the key to implementing lean, focused on improving the working environment, reducing stress, reducing costs and delivering better value to clients. 

http://lnkd.in/pwu6zK Some background here about our work on lean in law firms.  To find out more and how we could start to work with your practice, contact us here or call +44 (0)161 929 8355.


30 Successful solutions to make 2012 a good year for your practice

2012 will see very significant change in the UK legal sector, when lawyers will need to be more agile, pro-active and innovative than ever before in developing the practice.  However, with the right focused initiatives and conviction to see them through, it could be a very good year for you.

For information on 30 pragmatic solutions that could help you implement your strategy during the year ahead please complete this contact form .   These solutions (number in each area in brackets) will help you to:

  1. Improve financial performance, strengthen your position in merger discussions, get more and better terms from your bank  (4)
  2. Improve your return on investment in IT, reduce cost of ownership, improve integration and user adoption … and productivity (4)
  3. CRM: Create new business opportunities through proactive management of client relationships, produce better results when adopting CRM “systems” (6)
  4. Reduce operating costs to improve bottom line profits, also improving service to clients. (5)
  5. Control manageable risks that impact on the performance of your practice (5)
  6. Adopt cost effective solutions for marketing & promotion (6)

To discuss your plans in any of  these areas informally and in confidence, please call Allan Carton on +44 (0)161 929 8355 or complete this contact form suggesting the best time/s for him to contact you.


Stay in the Driver’s Seat – Agile, pro-active and innovative law firms are winning

Leaner and better managed firms are making their mark now as they benefit from the fallout from less successful firms that have struggled to manage their practice effectively and just can’t carry on any longer.  The most recent examples in Leeds and Manchester …

Brooke North - 3 January

One of Yorkshire’s oldest law firms, Brooke North, has closed after being hit by the recession. All 15 lawyers at the Leeds-based practice, which is thought to have been established around 150 years ago, have found work at other firms. Rodney Dalton, a senior figure at Brooke North for 16 years, said the effects of the economic downturn and the firm’s business model had impacted on recent performance. 

Mr Dalton said Brooke North’s approach of offering a bespoke service for its clients across different areas of law, rather than a “one stop shop” for all its clients had actually had a negative effect. This was because many of its owner-managed business clients had stopped using the firm when the recession hit as their own organisations had been impacted by the downturn and other work hadn’t filled the gap, he said. “If you add all that up it doesn’t present a particularly encouraging picture,” Mr Dalton said. “We tried to do a deal with our landlord to enable us to continue, albeit in a slightly different format. But unfortunately we couldn’t do a deal.  “We then looked at ourselves and another problem was there was little opportunity of a solution across the board. We didn’t have the bulk stuff such as second mortgage items to fall back on.

“We prided ourselves on giving a bespoke service to individual clients. The recession just slaughtered us.”  Mr Dalton, a property expert who has joined Lupton Fawcett following Brooke North’s break-up, said the firm had considered a merger with another firm but had decided against the move. He also claimed the firm had been approached itself by suitors in more prosperous times. “All we could see is that in 2012 we’ll be looking back at 2011 and saying that was a good year,” he said. “In the long run a takeover might have done us less good than a break-up has done. This has given us the opportunity to negotiate our own deals.”  The majority of the remaining staff at Brooke North, which numbered around 30, have found work elsewhere.

Rowlands Field Cunningham – 22 December

LAW firm Linder Myers has bought the business and assets of fellow city centre firm Rowlands Field Cunningham from administrators.  Insolvency firm MCR were appointed as joint administrators of Rowlands Field Cunningham on 22 December.   Linder Myers has said the deal will create a £16m-turnover business with almost 300 staff, including 43 partners. It will take on all 80 former Rowlands Field Cunningham staff currently operating out of offices on York St in the city centre and in Swinton.  The last filed accounts for the 12-partner Rowlands Field Cunningham show that the firm had a turnover of £4.8m in the year to April 30, 2010, but no profit was declared.

Rowlands was established in 1887 and only merged with Field Cunningham just over a year ago – a deal which was described at the time by managing partner Jon Andrews as “a very good fit”. However, the firm is understood to have since suffered with cashflow, which eventually led to it appointing administrators.  Bernard Seymour, managing partner of Linder Myers, who will head the enlarged practice, said he expects to achieve turnover of £16m in the next financial year and £20m within 18 months.

Earlier this year, Linder Myers bought an eight storey, 47,500 sq ft building at 55 Spring Gardens for its new headquarters building. It paid £8.1m.  Mr Seymour added that Linder Myers would continue to seek further mergers in Manchester and was in discussions with a number of potential targets.  “This is our biggest merger to date. It will give us greater critical mass and expertise, and will enable us to penetrate better in some markets,” he said.

Courtesy of  TheBusinessDesk


Legal Process Outsourcing (LPO) – first steps?

When it comes to outsourcing legal process, I suspect there’s a misconception of what is actually being outsourced to third parties.  Much of what I see being outsourced is legal administration work – the routine and mundane work that lawyers really don’t want to do; discrete parts of the process, not the whole process itself. 

A couple of examples – in clinical negligence work, there tends to be a huge amount of documents, where it helps the lawyer to have the notes summarised into a concise document they can digest quickly to identify and reference key facts and issues.  There are also wider opportunities to deal more effectively with e-discovery of documents – where data held in multiple formats (from paper to electronic) can readily be searched, compiled, indexed etc to make all the information and evidence more readily accessible to the lawyers.

Both of these examples improve the process and the ability of lawyers at all levels to focus on getting the legal advice right – also reducing the cost of doing the job. 

Lawyers should be looking harder at every opportunity to improve the way they work to home in on more opportunities like these. For now, there should be more focus on the specifics of legal administration components of legal process to decide what can really be outsourced to benefit everyone involved.  Maybe establish a relationship with a legal process outsourcing company by doing some of this (or just transcription – as many have done) for starters to establish a collaborative relationship … and work with them from there?

To discuss, call +44 (0)161 929 8355 or contact Allan Carton


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