This was a concept I developed in response to lawyers requests to help increase their Commercial Work.
Many lawyers complained to me that they were far too busy looking with fee earning to be able to find time to generate new work. At the same time they recognised that to move their practice forward, something radical would have to be done.
Utilising my experience of market research I devise a questionnaire designed to incorporate my lawyers areas of expertise. After researching his market niche eg SME's, breweries, IT companies, etc within a reasonable distance of his office, I obtain a list of suitable Companies. This is then forwarded to the lawyer to check that no existing clients are present.
Using a team of skilled telephone interviewers (mature ladies), each one is telephoned to speak to the decision maker and establish:
a. Which Law Firm do they use and what might persuade them to use another?
b. What category of commercial work is passed out to the external firm eg Commercial Litigation, Distribution agreements, Intellectual Property, Agency Agreements, etc?
c. Would they like to receive information or meet with a lawyer to discuss any particular issues?
To help build a database other pertinent information included full name, address, telephone details together with turnover, line of business, etc. An extra addition included details of personal interests eg theatre, sport, etc to allow for future "hospitality" events.
We only charge for positive responses and following a Pilot Scheme of 25 leads, we are often asked to run the project on a quarterly basis.
The result of all this has been some interesting meetings leading to new business. References from satisfied lawyers are available on request
Due to the nature of this work, we will offer exclusivity whereby we will not work for competing law firms within the same town (With certain exceptions eg Birmingham, Leeds, Nottingham, etc)
For further information please Contact Me