May 23

Fully funded programme to develop legal support staff into client service champions – any takers?

Listening to clientsIf you are a legal practice interested in helping your support staff – those in front line contact with clients – to build their skills in client service management, time is running out on a fully government funded initiative that probably gives you what you want.

As a legal practice, you can put 15 or more of your own support staff (provided they don’t already have higher level qualifications like a university degree) through this programme; or you could collaborate with other local legal practices to get at least 15 candidates together.  That would work too, with a minimum of 3 people from each practice so that co-workers can share their thinking, support each other and introduce new initiatives.

This is available to people of all ages now, but anyone aged 24 years or above will not be eligible for this funding after 31st July 2013; so if you want total flexibility in who should take part, you need to apply and be accepted by that date.  There is a pre-assessment, so we’ve set a final deadline for applications to be received by 12 July to allow enough time.

This is a 12-month Diploma in Legal Client Service Management  whereby your people will need to attend just 2 or 3 workshops out of the office during the year (so there is minimal disruption at work) to learn new techniques; then they are assigned a tutor to work with them on directed assignments based on service improvement themes.  Then they are helped to apply this to their job roles and working environment. I would think that ongoing engagement with a tutor focused on factors that impact on service would have substantial value in any legal practice today – enabling you to develop “Client Service Champions” who can focus on this and influence others.

As part of the training process, Personal Learning and Training Skills (PLTS) are explored and evaluated.  These are generic skills that are essential to life, learning and work. PLTS have a significant impact on ability to make a confident contribution, both within and outside of the delegates working environment. They comprise six groups of skills:

  • Independent enquiry
  • Effective participation
  • Team working
  • Self-management
  • Reflective learning
  • Creative thinking

Typically evidence to demonstrate these skills will occur naturally during the programme. This is mapped at outset and it will be the role of the tutor to plan, support and log evidence.

NVQs are assessed at work or in a simulated workplace. The tutor will plan for each unit or theme with the candidates, then observe and ask questions as they perform a task. In addition, they will create, under guidance, a portfolio of work which will provide evidence of learning and application in the workplace. This might include written statements, testimonials from line managers, emails or other organisational documentation, customer feedback – even video and voice recordings.  Once complete, this will confirm that the candidate has got the skills to do the job well.

  • An online assessment tool called Smart Assessor enables candidates to manage all aspects of their programmes. Smart Assessor is a web-based system used by Rocket to report and manage progress throughout the programme.
  • With Smart Assessor, everything is online. Rather than working with bulky paper portfolios, learners and assessors access a web-based e-portfolio that contains all their relevant course materials.
  • Individual users upload NVQ evidence and VRQ assignments to the system allowing those involved in the learning process to plan, give feedback, assess, verify and finally award the qualification.
  • Smart Assessor offers flexibility, customisation and total security for each programme and every learner on that programme.

Functional Skills are assessed through simple online tests. Initially candidates will complete a diagnostic assessment to identify if they have any development needs. If there is no further development needed, they can have a go at some sample tests before completing their final assessment. Where the diagnostic indicates particular development is required in either Maths or English, the course tutor will discuss how this can be provided most effectively by understanding personal learning preferences, before entering a candidate for final assessment.

If you want to explore this further, the first steps to take:

  1. Email solutions@inpractice.co.uk or call 0161 929 8355 to let us know that your practice is potentially interested, with an estimate of the number of support staff you want to involve. (minimum of 3)
  2. Complete an “expression of interest” form – which we will send to you on request.
  3. Potential candidates and their manager/s (or similar) would attend a 1 to 1½ hour “Discovery Workshop” to make sure they really want to do it.

Allan Carton

May 01

Launch of Greater Manchester Chamber’s Legal Sector Employer (EOS) Initiative

GMCC Legal Sector EOS launchAround 100 people attended this launch at MMU Business School on 24 April, bringing together senior management from local law firms with Heads of local secondary schools and Sixth Form Colleges.

Go here to DOWNLOAD your free copy of the booklet that introduces what the Legal Sector Employer Skills Group (ESG) is hoping to achieve; aiming to help lawyers become more agile, competitive and sustainable, backed by significant Government funding under the Employer Ownership of Skills initiative which impacts widely on business development.

Working alongside Greater Manchester Chamber and the 9 legal practices leading the ESG, we are currently helping more local legal practices – of all sizes and focus – to get involved in this initiative.

Contact Allan Carton on 0161 929 8355 or acarton@inpractice.co.uk if you would like copy of the slides from the presentations or are otherwise interested in exploring this further.

Mar 13

Our Top 10 Tips for Off-Line Marketing

This article first appeared in the March 2013 issue of Modern Law Magazine (Issue 5 with an ABS Supplement) where there is plenty more excellent content well worth reading.

Question: Marketing has moved on from the days of all-day lunches with wine but what is it your clients feel is being lost in the world of direct / online marketing and what do you recommend companies ensure in their bid to get more work?

Answer: If you check the tracking analytics for your online newsletter, you will find that fewer than 35% of the people you sent it to have actually opened it.  Even less will have “clicked through” to read any of the articles.  This is great information and tells you how best to work with them, but what about the other 65%?

Online communications and social media are essential, but not enough.  Many simple things that worked in 2007 – before lawyers retrenched due to the recession – are still good, although what works best for you will depend on your clients, geography and the characteristics of your people. 

There is a long list of potentially good marketing activities, but these are my Top 10:

  1. Know and play to strengths, but dig deep to find them.
  2. Aim to create opportunities to meet face-to-face early on with people aged over 40 to establish a strong, trusting relationship.  Subsequent exchanges online will make more impact (at any age) if you’ve agreed that’s how to keep in touch.  
  3. Always check at that stage what is the best way to stay in touch and make sure that’s recorded and shared with your colleagues. 
  4. When you talk to clients, business partners / introducers and prospects, explore their world – their business and their family – not just today’s legal problem.  
  5. Discover their passion, share that with colleagues and make sure the client knows you know about it.  Lunch, breakfast, coffee, dinner with other business advisors and their clients all work – but so does a walk in the country.  
  6. Make it relaxed and try to talk their language.
  7. Adopt JFDI – too often, lawyers spend a lot of time considering all the options and don’t quite get around to doing it.  So if there is an idea to be explored or actioned “Just Do It!” 
  8. Be willing to pick up the phone to renew contact, to arrange to meet or to follow up on meeting at an event or even online through Linkedin.
  9. Invest in some hard copy newsletters and bulletins to get them on desks as well as e-communications, but actively manage the database to focus on the right people to keep production and distribution costs down.  
  10. Ask clients how they want you to stay in touch when you make first contact.  New client inception forms should always include the question.  Then do what they ask; not what is easiest or cheapest.

Allan Carton

Jan 30

How many opportunities when you make a Will?

This article first appeared in the Jan ’13, Issue 4 of Modern Law Magazine.

Question: How important is the role of IT in the new legal services arena?

Answer:  Think through this common scenario … and then apply the same principles in other areas of your practice to evaluate the potential of IT to make you more competitive and improve your performance.

A client calls in to make a will.  They appoint 2 executors, who will be their most trusted friends or relations (and perhaps also someone from your practice).

Do you know if anyone at your practice knows these two executors?  Would you ask the testator if it would be helpful to send them some information about the responsibilities they are taking on? Do you have that available? 

If you don’t already know them, should you ask the client if it’s ok to add them to your system to send out that information and invite them to opt into further contact in future?  Can you invite them in for a chat to establish contact if they want to drop in (and send a timely reminder), to build up a better relationship with them so you understand their family’s legal needs? 

What about their children and parents – can we do something for them?  Will you stay in touch to offer that client and members of their family other services relevant to them, now we understand what they might need in the future?

To manage this requires simple but effective use of a user-friendly client relationship management (“CRM”) system to manage data and prompt activity, but this is just one area of how you operate that can be improved by effective use of IT. 

This is not just about technology but also about the mindset and vision of the people who develop and use IT systems.  Integrated, user-friendly and powerful solutions are readily available but require investment of intellect and time as well as money to produce more competitive business results; not just on relationships, but to deliver more for less and to operate more efficiently with more resilience and flexibility.

However, managing client relationships is critical.  If you do not have a structured approach supported by technology, you can rest assured that others will.  Those executors could well be your clients today … but gone tomorrow.

Allan Carton

Jan 11

Employer Ownership of Skills funding for Paralegals for Greater Manchester Law Firms

The Law Society backs Paralegal recruitment and development through Legal Apprenticeships

Funding is available through the Greater Manchester Chamber of Commerce, Legal Sector Employer Skills Group (ESG) to support law firms to employ young people to be trained as Paralegals, in line with nationally recognised Paralegal qualifications through the Apprenticeship Programme. 

We will publish more information here shortly about the “Higher Legal Apprenticeships” and other paralegal qualifications and career paths that are being developed now to take more young people into a rewarding career in the legal services sector – all of which is being supported by this Chamber of Commerce, Legal Sector initiative.  These initaitives will also enable participating legal practices to work more closely with schools to attract the right talent to fill these roles.

Funding available through the Legal Sector ESG will support initiatives that enable participating legal businesses to:

  • Create a collaborative, innovative and enthused working environment where development of young people can thrive;
  • Evaluate and recruit young talent who can learn and develop within the culture and ethos of their employer;
  • Provide legal and business training for paralegals to nationally recognised paralegal qualifications;
  • Develop a rewarding career path, enabling young people to achieve their full potential within the business;
  • Introduce the new mix of business skills needed to manage the development of paralegals throughout the business;
  • Introduce appropriate business structures and processes to enable the practice to maximise the value of paralegals to the business.

If you are interested in funding for these Paralegal Apprenticeship, secured through the Legal Sector ESG please contact Allan Carton on 0161 929 8355 or at acarton@inpractice.co.uk 

Jan 06

Test Drive 4 Key Initiatives for 2013 – CRM, KPI’s, Lean Thinking, IT

As we head into a second critical transitional year for the legal sector, there is a driving need to be pro-active in developing any legal practice to meet the demand from clients to “do more for less” and to also maintain and improve profits.  These are challenges we are helping law firms meet in a variety ways for firms at different stages of development and with varying priorities. 

They are aimed primarily at medium sized and larger practices, but items 2 and 4 (in particular) are as realistic and appropriate for smaller (up to 35 people) practices, although the approach to implementation is different. 

The 4 key solutions we are working on across the country that you might want to consider as part of your strategy include:

1.  On Screen KPI Dashboards and Automated Management Reporting - giving fee earners, heads of departments and the senior management team easy access to the key financial, marketing and matter information (Key Performance Indicators) needed to drive performance of the business.  It enables fee earners to manage their own performance, record more time, bill more quickly, get cash in more quickly, progress cases faster and can radically improve the impact of  appraisal and performance management initiatives.  This fills a significant gap in performance management and delivers a quick return on investment.  The solution can also be moved to support any new practice or case management system you move to in the future.

Contact us to ask for a free online demo

2.  Client Relationship Management (CRM) – where getting closer to clients and introducers is essential for survival and success going forwards.  A variet of different initiatives here, depending on where clients are starting from, ranging from market research, through workshops with partners to implementing new systems.  We talk direct to clients of our legal clients and introducers of business to identify new business opportunities and strategies. We implement CRM systems that create the structure and tools to be proactive in developing relationships, where the starting point is to get an agreed single shared view to work with. 

Contact us to discuss how we have used client feedback to develop new business strategies and generate new business for law firms.

3.  Introducing “Lean Thinking to reduce operating costs whilst also improving clients’ perceptions of value and reducing work in progress - where we have brought in specialists in this area from business sectors to work with law firms … and it’s working well.  Clients have achieved radical improvements in internal operations and cleint communications, learning to roll the initiatives started in one department across the rest of the practice.

Contact us to request a copy of our FREE introduction to lean in the legal sector, “Lean for Legal Staff – The 7 Hidden Wastes”

4.  Radical Improvements in ITInfrastructure, Integrated applications, Processes and User Adoption.  Initiatives range from selection of new PMS solutions to implementing Microsoft solutions that incorporate legal-customised SharePoint and CRM solutions integrated with Office and Lync on premise and also in an affordable, securely hosted environment, incorporating full business continuity as part of the solution. 

Contact us to arrange a free demo of a hosted solution to see what it feels like

You can’t do it all at once, so which of these initiatives would produce the best returns for your practice and what is the best approach to making it happen successfully?

To find out more, just call Allan Carton on 0161 929 8355 to discuss how they might apply in the context of your particular business – or email acarton@inpractice.co.uk to set up a time for a preliminary telephone conversation. 

To take any of these forwards, please contact us to:

  1. Ask for a free online demo of the KPI dashboard and automated management reporting system.
  2. Discuss using client feedback to develop new business strategies and generate new business.
  3. Ask for a copy of ”Lean for Legal Staff – The 7 Hidden Wastes.”
  4. Arrange a demo of a hosted Microsoft-based IT solution.

Allan Carton

Nov 02

DOWNLOAD: It’s Official – The FT says clients want …

An informative, concise 28-page report from the Financial Times to help understand what makes an effective client-adviser relationship, focusing on lawyers and accountants.  It taps into opinions on both sides of the fence; senior decision-makers on both the client and advisory side from 569 respondents. 
 
Conclusions confirm our experience in handling and helping law firms respond to independent reviews of client relationships over the years.  
 
Download, read and share it with your colleagues; but don’t stop thereSet time aside to talk to them about it.  What does this tell you to do differently, better or more going forwards?  
 
We can probably help you make that happen
 
 
Some of those key conclusions about what matters most for clients:
 
Clients want a more strategic, commercial dialogue with their advisers, particularly in a more complex, uncertain and global business environment. This isn’t a new issue: 87% of advisers already recognise that they need to develop a more commercial skill-set. But many firms have been slow to adapt to fundamental shifts in client needs
 
62% of client CEOs say that the impression of being a well-managed advisory firm is an essential pre-condition of selection; but creating a consistent client service and a culture of commerciality is next-to-impossible unless a firm is well-managed.
 
The only way to create the impression of being a well-managed firm is to become one, ideally through someone taking ownership and responsibility for delivering a more sophisticated and client-centric approach to client-adviser relationships.

To explore how we might be able to help your practice respond to the conclusions drawn here by implementing new initaitives, contact Allan Carton at acarton@inpractice.co.uk or on +44 7779 653105.

Aug 01

Sole practitioner red squirrel strategies

I liked this comment from Mike Massen of Gartons on LinkedIn today in a discussion about whether there is still a place for sole practitioners on the High Street.

“… make like the red squirrel.  Go and live where there is sufficient protein to live and thrive but not enough to attract the interest of the grey squirrel.”

The analogy works for me.  Take control, get a plan for survival that takes account of your environment.  Think red squirrel.

Allan Carton

Jun 26

Good to know the big boys have to work hard at it too

Clifford Chance want to do more to get closer to clients, creating opportunities to cross-refer business – just like everyone else and they clearly don’t find it easy either.  High on their agenda … with strategic cost reduction too.

There are a lot of blindingly obvious initiaitives that lawyers don’t do in practice and some of the biggest culprits are the more mature partners and the largest firms who can ignore and resist the need to change. So no harm in going back to basics and re-stating the obvious now and then. In fact, there should be a lot more of it.

Courtesy of the Lawyer

Did you know that by promoting a referral culture among your partners, a prized banking client can become an equally valuable corporate client?

Well, that was the message at Clifford Chance’s most recent partner conference in Barcelona. Global managing partner David Childs waxed lyrical about the need to stop partners working in silos and to start leveraging the firm’s banking clients to provide work to other areas (see The Lawyer story), while senior partner Malcolm Sweeting spoke about making the most of the firm’s offices across the globe.

This isn’t the first time this year that Clifford Chance has emphasised utilising resources to maximum effect. The firm appears to be on a bit of a cost-saving drive of late.  In May, The Lawyer reported that the firm was shifting its London corporate team to the same floor of its Canary Wharf building and trialling open-plan for its lawyers.

Allan Carton

May 31

Re-Engineering the Business of Law – New York Times

Introduction and conclusions here to an excellent article from J. Stephen Poor, chairman of  international law firm Seyfarth Shaw, who were the first US legal practice to apply ”lean thinking” to legal business processes. 

From our experience in the UK, we wouldn’t say that improving productivity in the legal world is easy, otherwise everyone would have done it already … but it works to simultaneously reduce operating costs and to improve value for clients.  The starting point is to talk to clients about what they want that is different from what they get now to bring them on board.  They like it.  They want to work with you because it helps them get better value from you – but very few legal practices have that conversation.

According to J. Stephen Poor, whose experience is well worth exploring …

“True long-term success requires businesses to improve continually and reimagine how they operate in the face of changing competition and market forces. Yet this innovative urge, which drives so much of the rest of the American economy, is largely absent from large law firms. These address the traditional measures of law firm profitability …

What we did not anticipate was the resistance from other crucial stakeholders – especially clients. Much of what we’ve done is most effective when deployed in a collaborative change process with clients. What we overlooked at the outset is that, by and large, our clients are lawyers, too, and many of them are the products of the culture of their own business.

Understanding the various viewpoints and building the business case to involve this crucial constituency was something we learned along the way. The nature of the process requires a continuous, but slow march toward improvement and adaptation. Some things we tried worked and some did not.  Nevertheless, the continuous move forward takes persistence and, perhaps, a bit of stubbornness.”

Read the rest of this article in the New York Times (7 May 2012)

Contact us if you would like to receive a copy of a) our presentation to the Law Management Section on “Become a winning law firm – lean, agile, pro-active and innovative” or b) our recent article in the Law Management Section’s journal, “Managing for Success”

Allan Carton