Monthly Archives: November 2016

Benchmark your technology against other legal practices with LSN … requiring them to support a good cause too.

lsn-it-landscapeThe Legal Support Network (“LSN”) have produced excellent valuable information on use of technology in law firms from their “IT Landscape” surveys in the past … and they are at it again, compiling more information that they are willing to share with participating law firms.  This is information that can help you benchmark your use of IT and open up fresh thinking amongst your colleagues about what you might do differently – and better – in this critical area.

This is your chance to take part in this year’s IT Landscape survey, to get access to that shared information AND to enable LSN to contribute to worthwhile charities as a result of your participation too.  Feels like win-win all round?

Please take the survey here >>  LSN say it should take “just a few minutes; around 10-15”.

LSN will donate £5 to Shelter for every significantly filled in response, until we get to a donation of £300. If they get more than 100 responses, they will up the maximum to £350. If they get 150, we’ll make it £400.


If you have any questions, please contact Rupert Collins-White, editor-in-chief, Briefing magazine at LSN at rupertw@lsn.co.uk or on 0870 112 5058.

CONVEYANCERS – help clients to recommend you, let new prospects feel what it’s like to be a client

Conveyancing-WorkshopTwo key findings from recent research by tmgroup that can help conveyancers make the most of new opportunities to grow new business across your practice.

Conveyancers – particularly in the current property market – are in a great position to generate business, not just for their own department, but for the whole of the private client team; and commercial too, as company executives buy properties too of course.

  1. When it comes to why clients pick conveyancers, the biggest factor by a significant margin was communication, not price.
  2. Once a client recommends you to their friends, relatives and work colleagues, those who then use your services as a result see that this is the way things should be done – so they in turn are more likely to recommend you too.

All the more reason then to make it easier for your current clients to recommend you; so how do you do that?

Today’s Conveyancer reports today on tmgroup research which shows that people who were recommended a solicitor through a friend are more likely to make a recommendation themselves; whereas those who took an estate agent’s recommendation were much less likely to make a recommendation … and those who found a conveyancer online.

And … when it comes to why clients pick conveyancers, the biggest factor by a significant margin was communication, not price.

So isn’t that something your prospects should experience when someone calls for a “quote”?   Your people don’t need talk about it; just do it.  

AIDA works but involves some initiative by your people to:

  • Get their Attention
  • Demonstrate your Interest in them.
  • Arouse their Desire to come to you, rather than someone else
  • Agree next Actions, to keep the momentum going

Unfortunately, all our own mystery shopping research shows that little has changed in the last 15 years; still virtually no conveyancers make any effective effort to demonstrate their interest in communicating at this stage!

Conveyancers still keep focusing almost entirely on price – because the easiest question to ask and to answer is “How much ..?”

It could easily be so much better!

Conveyancers may also be interested in the following posts: