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.

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Tim Weir

Having implemented a raft of improvements to our website and marketing campaigns suggested in Nick’s excellent books, I decided to contact the man himself for a one-to-one discussion.

The thirty minutes spent with Nick on that video call provided me with more business improvement tools than I could’ve hoped for. Nick even took the time to give me some insights on client conversion particular to our area of practice.

Online reviews are often brimming with trite phrases and hyperbole, but I cannot find any other way of saying that my only regret is that I didn’t contact Samson Consulting sooner.

Mark Shepherd

I have worked with Nick for many years. He is an excellent consultant and helps law firms and businesses attract the clients they are looking for. Highly recommend.

Tim Bishop

As the owner of a small to medium-sized law firm, I have found that Samson Consulting’s Marketing4Solicitors monthly newsletter 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.

Carl Atkinson

I have enjoyed working with Nick over the past couple of years and his advice has helped me manage and improve the marketing of my business.

Nick has provided many helpful and practical suggestions to improve my marketing strategy and I am happy to recommend his services.

Emerson Scotland

Brilliant, insightful and a great discussion. Nick certainly knows his stuff and makes you feel at ease.