The fail safe way to grow your law firm

When a solicitor comes to see me on my yellow/gold sofa in my office I always ask them a question, the answer to which is incredibly telling to me.

The Fail Safe Way To Grow Your Law FirmBear in mind that the solicitor has come to see me because they want more clients coming through their front door, those clients leading to more billing which in turn leads to more profits, so they are with me to solve that very specific issue.

Therefore, the question I ask, to me, is the most obvious one in the world because it is linked to their very problem:

“What do you do first thing every day?”

If the answer is not ‘marketing/working on the growth of my law firm’, I am astounded.

If you don’t have enough clients then the first and only thing you should do every day is to fix that. Spending time doing anything else when you have a client void is plain ridiculous.

If they go on to tell me that the first thing they do is to ‘check their emails’ I often go into a little bit of a blind rage.

You need more clients yet you spend the first part of every day, THE MOST IMPORTANT PART WHEN YOU ARE AT YOUR MOST RESTED AND READY TO TACKLE ANYTHING, answering other people’s demands on your time and wasting your best energy.


My book, The Law Firm Growth Formula, finishes on this very topic. My big rallying call to action at the end to inspire solicitors to take action to grow their law firm, word for word is this:

Let’s go back in time and pretend that you have to hunt to feed yourself and your family every day. You liveThe fail safe way to grow your law firm near a river, so fishing is your method of choice. What would be the first thing you did every day? It would be to grab your fishing rod and throw it in the water, wouldn’t it?

Of course it would, because you would know that without the fish you wouldn’t eat and if you went without food for a few days, your chances of living would decrease quite rapidly. The trouble now is that we have become far too comfortable. Food is easy to find; even if you don’t have too much money, you can grab something to eat.

However, when it comes to running and growing your law firm, the same principles apply as they did with the fishing. You must fish first thing every day if you are serious about growing your law firm. Are you serious? Then prove it to me. Tell me now, what is the first thing that you do every day when you come into your office? If you answered ‘Well, first thing I check my emails, then when I get into the office I check the post, then I usually handle a few staff enquiries and before I know it it’s 5 PM and time to go home’, then I have some bad news for you.

You are never going to grow your law firm.

If you answered ‘I get straight down to working on the marketing of my business’, then fantastic. You will grow your law firm. You can’t fail to. It is a certainty. Guaranteed. It really is that simple.

If you are going to let the rest of the world plan your day for you, responding to other people’s demands on your time from emails, from post and from staff, then you are never going to grow your firm.

You might get by or manage, but is that all you want? Really?

If yes, then I suggest you quickly give this book to someone else who is serious about growing their law firm and go back to getting by, which is a phrase that makes me feel physically sick as I type it.

I told you at the beginning of this book that I was giving you the formula for success in growing a law firm, and I have done that.

This final part is a huge part of it.

First thing, every day, you have to work on the growth of your law firm.

I am not suggesting that this takes hours, usually 30 minutes a day is enough. Remember, the law firm growth formula teaches that you must outsource all of your marketing, so all your growth time will involve either running through your numbers, thinking about the next marketing artery to implement or improve, or coming up with some ideas for your next email newsletter, but these are all incredibly important and they do need some of your time.

Work on the marketing of your business first thing every day and you will succeed.

If you need some more encouragement from me (some might call it ranting – but I do it because I care and am committed to ensuring more law firm owners create the firm of their dreams) plus a formula to follow to get that law firm of your dreams, here is the book on Amazon: //


FREE BOOK: 6 Fastest Ways To Win New Law Firm Clients – Click to download now:>>

Case Study

Now I’ve got eight staff and two offices, and we’ve never been busier.

I’ve been working with Nick for the last six years, and in that time he’s had a significant impact on my business.

We first start working together when I worked at an employment law practice, and when I left there to set up on my own, Nick was one of the first people I called.

I knew that one of the key pieces to get right was the website – in this day and age it’s impossible to run a successful firm without one – and with Nick’s advice, help and guidance, we created our own marketing-focused site that has proven to be the backbone of all the sales and marketing that has followed.

But a good website means nothing unless people see it, and that’s why we turned to Nick to run our Google Adwords, which quickly became a primary source of leads.

In addition to running the traffic, Nick held our hand through every element of the client attraction process, from how to communicate with leads, to how to close sales, and the impact that had on our business cannot be understated.

And that’s why I will always recommend Nick to anyone who needs help with marketing – particularly legal firms: his breadth of knowledge about everything to do with sales and marketing means that he can (and does) help with every part of the picture, resulting in a stronger business than you could have imagined.

Since we’ve been working with Nick, we’ve grown quickly – back in 2013 it was just myself and my wife, and she was part-time.

Now I’ve got eight staff and two offices, and we’ve never been busier.

And if our lead numbers are anything to go by, it’s only going to get better – 2015-2016 saw us get 800 good quality leads in employment law, and that figure more than doubled last year. I can only look forward to more exciting times, working hand-in-hand with Nick to grow my practice and enjoy the fruits that come with that growth.

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