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Keep up to date with all the latest and most important news and events from Size 10½ Boots!

Genies in the lamp

05 Jul 2011

At the moment there are simply too many law firms and not enough work. Work no longer just arrives; it now has to be won. If that wasn't hard enough to swallow, the dark cloud of Clementi and Tesco Law looms which means, like it or not, traditional private client practice could very soon have a slick and aggressive competitor that will massively alter the way the public buys personal legal services. An easy answer would be to lay all responsibility at the door of your firm's BD or marketing resource. However, private client is an area that relies more on trust and relationship than on technical ability which means your firms most effective promotional tools have to be the fee earners themselves, the people who will actually deliver the advice to the client.

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All roads lead to CRM

15 Jun 2011

For law firms, the underlying requirement for any successful marketing and business developments is a workable CRM database. This can be as sophisticated (and expensive) as a ‘bells and whistles' state of the art CRM software system, it could be a middle of the road off the shelf package (that's our chosen option and it works!) or as cheap and cheerful as an excel spreadsheet. As long as the data is accurate, up to date and everyone's doing what they can to keep it that way, it essentially doesn't matter.

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Rainmakers aren’t born, they’re taught

13 Jun 2011

Law firms still place too much reliance on that mythical creature the ‘rainmaker' but the good news for law firms everywhere is rainmakers aren't born that way, they're just good at putting some very trainable skills into practice. The more law firms I work with the more I come to the opinion that fee earners and partners actually believe there is a magical cadre at their heart - the so called ‘rainmakers', mythical warriors born with an innate ability to conjure up fees, upon which the rest of the firm can feed until a new harvest is reaped. Well it's nonsense. Suggesting any lawyer is born a natural salesperson is like saying the world's top sports stars just walked off the local park and into the nearest Bentley dealership!

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