Law Advices and Legal Tips

Business Plan: Be clear who your potential customers and develop a plan to attract them (marketing and sales plan).

How to facilitate new service contract? Increase your contacts list. Keep track of the business press, meet the needs of business, personalize their service offerings for them and visit them without pressing. Faced with a customized offer, the decoding of our message by the potential customer is clear: “This office has been concerned to know and understand my needs.

Actively participate in trade fairs and conferences enabling him to more potential customers. Divide the work among its members. Participate actively in an association. This participation should be consistent with your personal strategy and release. Think. If for example belongs to an association of young lawyers, so use it: to devote part of their time to the advancement of the profession, also dedicate yourself to create, for example, an international network of contacts between young lawyers’ offices.

Contacts: Contacts are essential in the business world. But beware: it is necessary to help you convey the image you want to convey.

For example, one of my clients is a lawyer for a newspaper. When participating in business meetings with the media and businessmen, was presented by the media as “The newspaper’s lawyer.” What was the problem? My client untapped potential business opportunities, since employers could begin to imagine that even worked as a clerk, staff attorney in the newspaper. I commented to my client that submitted as follows: “a member of X, a law firm and able to assist companies to internationalize. Furthermore, our legal counsel. ”

The message is very different and opens doors to new customers.

Customers: Remember to customers. There are professional firms who only remember when they receive from those paying the fee equals or periodically. It is the best way to be lost. Follow up: be at least fortnightly contact with customers. Send them articles of interest, ask about your satisfaction, praise her for her birthday, invite them to events that you know will be interested in attending, seminar exclusively for clients and acquaintances, and so on. Select “responsible for customers.” Your goal should not be selling both legal services and consolidate the relationship of trust with customers.

The offer should be different from competitors, but attention, by offering not only understand the range of services (always reproducible), but the concept and image of the office, technical and relational quality of the lawyers and the service provided to client customized.

Communicate low expectations to the customer: if you give the customer more than expected, you will earn your trust.

Manage your time well: Be brave: avoid focusing on issues unprofitable from the start of his career. If you accept all types of assignments, eventually mortgaged: work long hours for low profitability. Learn to say “no”. Focus on more profitable clients and cases. Less working hours + more fees = quality of life.

Manage time well: concentrate in 20% of its customers, who account for 80% of its sales. The remaining customer service also give them a professional, but dedicate less time.

Final tip: Often there are opportunities where others do not consider it. A few weeks ago a young European lawyer consulted me following. “I’m going to live in China. I have been in contact with large law firms with offices in China to offer my services. However it has not been effective. I do not know what to do. ”

Answer: Modify the approach: You are in a city of more than 7 million inhabitants, where there is no office of his country. Your opportunity is to maintain, at minimum, the office in Europe or establishing a partnership with an office in your country. Invest (low investment): open a microdespacho in China. Promote your availability to expatriates in his country in the Asian Dragon, the media in his country and, by extension, to companies. Start with patience and the utmost respect, trust relationships with the Chinese business community in China and with the resident in their country. Position yourself as an alternative to other firms. “