Clients resent paying for a Lexus when a cheap Toyota would have done the job. They resent paying for unnecessary value. Sometimes we need Qantas quality, but sometimes Jetstar is just fine. For solicitors, it shouldn't just be about the legal outcome, but about the service outcome - and that...
Do you have your law practice positioning sorted? Are you a big fish in a little pond, or a little fish in a big pond? And how's that all working out for you? With the massive growth of solicitors and law practices over the last decade, the market...
Offering fixed fees should not be seen as a cure-all for the silliness of under-pricing! After my last blog on low-balls and low costs estimates, I received a number of responses advocating the use of fixed fees. I'm a big fan of some fixed fees (proper...
Do you offer a great client experience? Great - but so do most law practices: just ask them! Whilst cynicism continues to surround law practice claims of offering a superior client experience , the firms that have been more successful in using this in their promotional marketing (as...
Do you or any of your team work hard, and seem efficient - but still struggle to meet billable hour targets? Law practice productivity should be easy: you do the work, you record the time you took you, you bill the time. Easy Unfortunately, it's not that...
Do you encounter a lot of downward pressure on fees? As clients get more sophisticated and assertive, and as more areas of law are increasingly labelled as a commodity, practices are encountering more and more downward pressure on their fees. Solicitors need to fight back - but to...
Do you know what it's like to walk a mile in your client's moccasins? Delivering an excellent client experience starts with developing an understanding of your client's approach, perception and experience of your practice at each and every one of the many different client experience touch-points -...
One of the biggest killers of law practice productivity is poor initial costs communication. The challenge is selling the value of an assertive estimate. Productivity in legal practice is ultimately about monetisation – about creating value through your work and then converting this into cash, often...
Moving conversation away from either safe technical discussions or superficial personal chatter can help you build intimacy, trust and also help you better understand your customer’s personal value triggers. Let’s get personal professional! Do you ever feel uncomfortable in your client/customer conversations? If not, the chances...
The debate about time costing and value pricing rumbles on . . . . But there's a lot more to pricing strategy than that debate - and even beyond the imperatives of positioning/differentiation and personal selling skills, legal practices could and should be doing a lot more to...