MORE VALUE … to MORE CLIENTS … at LESS COST to YOU
Our “Client Listening” services (interviewing the MD’s, CEO’s FD’s and COO’s of commercial clients and introducers of work on behalf of our law firm clients) are some of the best things we do to create new business opportunities for legal practices.
Identification of specific initiatives to create more strategic relationships
A change in lawyer mindsets, becoming a catalyst for more client focus
Powerful evidence to support internal workshops on client relationships
Resulting improvements in client management processes and procedures
Initiating and re-engaging on CRM and key account management initiatives
Immediate new business opportunities and instructions
Retention of clients who have been on the brink of changing solicitors
Question: These critical areas of business are not often explored by most lawyers in their regular client reviews – so how do you bring them onto the agenda and develop better ways of working together?
I’ve just come back from an exhibition displaying the work of Sean McCann at the Williamson Art Gallery & Museum, which made a big impact on me and others attending – even including my 13 year old son who began to appreciate for the first time what it takes to produce this quality of work. With the artist’s agreement, I considered including some images from the 53 paintings on display here, but realised that photos just can’t do them justice.
This collection of landscape paintings has to be seen first hand to be fully appreciated. So if you’re anywhere near Liverpool, Birkenhead and the Wirral, I recommend dropping in here for half an hour to take a look.
Client relationship management (CRM) initiatives are high on our agenda with law firms, where most are still struggling to introduce the mindset, culture and supporting systems/technology needed to capitalise on the latent relationships across the practice that could be developed much more effectively to generate fees from new business. Without this, it is unlikely that lawyers can readily obtain, for example, the level of insight and strategic advice they provide in advance of new client meetings which differentiated this team from others.
So it’s good to see that Baker & McKenzie have been recognised for the hard – but rewarding – work they have put in to build and share knowledge of their clients to open up new opportunities. According to the Lawyer, “The Law Firm Management Individual of the Year gong went to Baker & McKenzie London client and business development (BD) director Julia Hayhoe, who has helped boost revenue in the London office by taking responsibility for identifying new prospects for the firm. Baker & McKenzie’s client and business development team summed up its contribution to the firm as being: Revenue. Profitability. Relationships. Brand. These are the four areas where the London business development team makes an impact at B&M. The judges agreed, with one highlighting a comment from a Bakers partner on the unusual depth of impact the BD team has on the firm, saying: The major difference with this BD team compared with previous experiences is the level of insight and strategic advice they provide in advance of new client meetings.”
At Inpractice UK, we find that listening to the FD’s, MD’s, CEO’s and COO’s of the clients of our legal clients – taking an independent, objective view of what the clients really want from their (or any) lawyers to support both them in their role and the business overall, aiming to establish a strategic relationship – is a much under-used tactic to open up and develop untapped opportunities. They provide the most powerful base from which to develop an understanding among your lawyers and support staff (when fed back through interactive case-study led workshops) of a) the value of the insights and strategic advice valued so highly by Baker & McKenzie and b) how to use them effectively.
Contact Allan Carton for more information on implementing CRM and our client listening programmes.
More feedback from yet another Manchester practice involved in GMCC’s Legal Sector initiative to “grow their own” legal talent straight from school and retain them, working alongside MMU Law & Business Schools.
“We held our first selection event this morning which went really well and we are delighted to have offered 4 exceptional candidates to join us. I am delighted to say that all 4 have accepted the verbal offer which is a fantastic result! The quality and standard of the candidates was extremely high and we look forward to meeting with more individuals over the coming month.”
15 to 18 year-olds that might be interested in a legal services apprentices to start working with a law firm as a paralegal from September this year onwards should attend this REVFEST event on 30th July. It should be fun and relaxed but they can pick up some useful information too. Greater Manchester Chamber of Commerce Legal Sector will be there to promote the concept; all part of the Legal Sector Employer Skills Group’s initiative to raise awareness of this apprenticeship route into the legal profession, which is proving increasingly attractive to law firms and students. So why not:
Reference this event on your social media through Twitter, Facebook and your blogs as it’s a good way to reach this age group; and
Successful applicants will work and earn a salary at the law firm whilst also learning law, legal practice, personal and business skills at MMU Law School from September onwards. All fees are funded through the Chamber’s Legal Sector Employer Skills Group; so there are no university or exam fees to be paid by the apprentice and they earn a salary - but they also have full access to all the University facilities and activities.
These comments from 3 different legal practices from the group currently working with schools to invite applicants to interviews …
“The calibre of applicants we’ve had so far has been excellent … We’re meeting with applicants today and next Tuesday with a view to putting any successful candidates forward for a final stage interview with HR & supervising partner.”
“We’ve made two offers so far to the candidates we thought were outstanding. One has accepted and will be joining our Clinical Negligence team on 5th August.”
“Very exciting we made 2 offers today for our apprentices, fingers crossed they accept.”
We want to talk to more law firms in the Greater Manchester areawho might be interested in recruiting at least one legal service apprentice as a paralegal in September this year.