Bringing in new business for law firms can be difficult at times. Some solicitors seem to have the knack. Others are not so sure-footed when it comes to bringing home the bagels.
So, what sets the rainmakers apart? There’s no single technique. They use a combination of different ones encompassing both direct and indirect methods. Of course, this must be allied with the confidence to ask in the first place. Getting over your reluctance to do this is the first hurdle to overcome.
Once you have done that, you can divide up your activities into five areas:
- Client care.
- Media coverage.
It’s always easier to start with the low hanging fruit. Clients for whom you have previously done work know you. They have a bond of trust with you and are highly likely to provide you with new work in different legal areas. If you’ve completed a house conveyancing transaction for a client, you should move on to arranging their will at the very least.
Here are the first few hints and tips for making the best use of client care techniques:
Even for existing clients, this may sound very time-consuming and an ordeal to manage. It’s not. If you have a CRM module or a Strongroom module in your practice management software, updates on key dates, birthdays, the age of a will etc. will be provided to you. Failing that, your diary is your updating mechanism.
This doesn’t mean you have to become the next go-to expert for the national media. Local media are just as valid and can be a great source of new business.
There are many instances of solicitors making good use of media to promote themselves and generate new business – perhaps the most well-known being Nick Freeman.
What on earth is networking? It’s not just attendance at free junkets, but this umbrella term does cover a multitude of sins.
Attending events is all well and good but go with an objective in mind. The important thing to remember is to come back from them with something you didn’t have before – even if that is only a slightly raised profile.
So, what can you do?…
One guiding rule: you’ll get more out of events you organise yourself than you will by attending those run by others.
When it comes to new business for law firms, online is the key place. Your shopfront is no longer physical. It’s virtual. Your online presence has replaced it. It’s not just your website. There are many channels within online:
Of all the five areas covered in this article, this one is perhaps the most important. If your shopfront looks good, business will follow.
Of all sources of new business for law firms, this is probably the most satisfying. Most people who receive good service will tell a handful of their contacts. However, don’t forget that those who receive poor service will tell upwards of twenty!
A referral means you have done a good job for someone and they have passed on the message. It’s almost free publicity as well as new business.
So, how do you go about sowing the seeds?
Well, that’s 8+4+8+6+4 = 30 new business generation tips. Perhaps you may feel out of your comfort zone using some of them. However, the more you do, the more accomplished a rainmaker you will become.
© LawWare Limited 1995-2021
Our clients range from small start-up legal practices to multi-partner, multi-site firms.
Another great customer service experience from LawWare. My laptop had to be stripped back to factory settings as part of a repair - taking hours! In contrast, restoring LawWare took one phone call to the support team and I was up and running in 6 minutes. If only everything was so easy!
As the first commercial user of LawWare back in 1998, we have had no hesitation in remaining with the product through its development. We thoroughly recommend it to any firm looking for a practice management system.
The helpdesk is exceptionally good. Whatever the query there is always a human being there to help. No leaving messages or being advised to go to a website. The best computer service for solicitors I have ever used!
The linking of documents and casefiles saves so much time! I have experience of several accounts packages and I like that LawWare is simple to use and easy to learn. Support is quick and effective and staff are helpful and courteous.
I have worked with a number of Case Management providers over the years but have not come across anything with the attention to detail and thoroughness of LawWare. My colleagues and I have not been disappointed.
I can’t imagine trying to be a law firm in the 21st Century without 21st Century IT systems. Having a ‘single system’ that underpins all the work, whether we are in the office or out, is an integral part of what we are building.
The level of support is the main benefit using this system. The system itself once you have had training is simple and easy to use. We have a great relationship with LawWare and the ongoing support is second to none.
Significant preparation was required to configure and import the data from our old firm. We had to get all clients onto the new system and then learn how to use it. We just find it very easy to use, much easier than our old system.
Being a busy litigator with a growing firm it is incredibly useful to be able to view my files from any location with some form of internet connection. I am a fan, and want to keep working with LawWare to make a good product great.
The switch to the new LawCloud system, which is still on-going, has gone very well. We found the LawWare team without exception to be very helpful and knowledgeable. All queries are followed up and dealt with promptly.