Law Firm Marketing – £10,000 extra fee income per month

Most solicitors, wait, nearly all solicitors, track the wrong numbers.

Talking of tracks, if you were managing a schedule for a train, if you wanted your train to arrive at a station would you leave at the time that you wanted it to arrive, or would you take your arrival time, deduct the usual journey time, add a few minutes for delays (leaves on lines, unicorns jumping across the track etc) and then take that as your leaving time?

Hopefully, it would be the latter. So if you wanted to arrive at 10am and the journey took 2 hours,  adding some time for delays you might leave at 7.45am.

That is logical isn’t it?

In which case, if solicitors want to bill £10,000 per fee earner each month, where should they start?

The £10,000 figure is the end destination of the journey, so they need to start with the beginning of that journey, then add some time for delays.

What is the beginning of the £10,000 per month billing?

The answer is the number of files opened each month (the leaving time), plus some allowance for some clients dropping off (the delays).

Let’s say that your average bill per file is £1,000 (there is always an average), then clearly you need 10 filesLaw Firm Marketing - £10,000 extra fee income per month opened to, in time, produce your £10,000 billing per month. Add an extra two files for the drop off, and you now know that you must be opening 12 files every month to achieve your targets.

The great news about this is that once you know this number, you can sit down with yourself or each fee earner with this target every week and ask them if they opened 3 files last week. If they didn’t, you need to do one of two things:

1.    Generate more enquiries for them; and/or
2.    Ensure that they convert the enquiries coming into your firm better than they are currently doing so.

When I have a More Clients Strategy call with a solicitor, they rarely know these numbers. They know the billing target that they are looking to achieve, but they have no idea how many enquiries they need or receive each month or how many files they need to open to achieve their billing target.

Going back to the train journey, they know their arrival time but they have no idea when they need to leave.

If you don’t know your leaving time, I advise you to find it out pretty quickly.

FREE BOOK: How To Get New Clients For A Law Firm. Click to Download Now!

Anthony McCarthy

Nick gives simple and clear advice which makes sense.

In a field full of smoke and mirror merchants he is the real deal.

His book, content and webinars are first class.

Highly recommended.

Imran Ali

I have been working with Nick Jervis for well over a year now.

I am a subscriber to the Marketing for Solicitors Service which has taught me integral techniques and tricks of the trade to grow my firm.

I can honestly say that Nick Jervis taught me a number of techniques that I would not ordinarily have thought of.

I feel that Nick Jervis is essential if you are serious about growing your business.

I would recommend his services to anyone who is serious about growing their firm.

I feel that Nick has totally transformed the way we now think and he is a genius in the world of marketing for law firms.

In my opinion, the consultancy offered by Nick Jervis will drive real value to your business.

Chris Carter

Nick has for a long time now been the go to Legal Marketing Expert offering game changing advice in a no-nonsense way.

As well as knowing what works, he will also make sure you don’t waste valuable time on initiatives that aren’t destined to chime.

Approachable, friendly and fun to deal with he will always make sure you are travelling in the right direction and on the road to success.

Can’t recommend enough!

Michael Birch

Less than a year ago I asked Nick to help me grow our practice by making the telephone ring.

He’s certainly done that and much more.

The improvements are incredible and Nick has guided me through the many challenges of scaling up, not least the need for a client focused approach.

This has allowed me to start the next phase; organising the practice to ensure a better lifestyle balance for all of us, whilst we continue to grow.

Tim Bishop

As the owner of a small to medium-sized law firm, I have found that Samson Consulting’s Marketing4Solicitors service has proved absolutely invaluable throughout the last three years or so. Of all the marketing advice I’ve had over the years, this has proved by far the best value – bringing us tens of thousand of pounds of extra work every year.

One of the best tricks Nick Jervis [who owns Samson Consulting] uses, is not only to identify the kind of marketing actions a small or medium-sized business can take themselves, but he also explains why it works and most importantly then takes you through, step-by-step exactly what you need to do. As someone who is passionate about growing my business, I really look forward to receiving Nick’s excellent newsletter every month.

It’s worth pointing out that initially I was sceptical about his promises – so many marketing businesses promise the earth. But within a couple of months I was absolutely convinced he was right and I have been hooked ever since.

I recommend Nick Jervis and Samson Consulting without any hesitation whatsoever.

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