The most important number for solicitors to know and to grow!

I have explained in previous articles that if you want to bill (or your want your fee earner to bill) £10,000 per month, you must know how many files you need to open each month to produce this billing target in a few months time (depending on your average client matter duration).

I explained that if your average bill is £1,000, you need 10 files opening each month but realistically 12 to allow for some drop off.

However, the number required to achieve those 12 files being opened is the more important number.

This is another one of those numbers that solicitors, before they speak with me, rarely know.

If you need to open 12 files each month, how many prospective clients do you need to speak with to The most important number for solicitors to know and to grow!generate this number?

This is really the only number that you must know.

If you convert one in three enquiries, you now know that you need 36 enquiries a month to generate your 12 new files. You also know that your conversion percentage is one in three, or 33%.

Whilst that might scare you as it is quite a big number, isn’t it better to know it than not? Maybe you have been operating blind until now, but when you know that number doesn’t it make life much easier because you suddenly have a number to work towards? You know where to start your train journey.

Thinking about that number, the conversion percentage of 33%, I can tell you from a lot of experience, that whilst that is not the worst conversion percentage I have seen, many of my clients achieve as much as 80% conversion, even in that allegedly price sensitive area of conveyancing (I say allegedly because my clients are never cheap – I won’t let them be).

So, my question now for you now that you know all of this is:

  1. What is your monthly billing target for you/ each fee earner?;
  2. How many files do they need to open each month to consistently achieve that billing target (or ideally beat it)?; and
  3. How many new enquiries do you need to receive each month to open the number of files from point 2 above?

Know these numbers as your starting point!

In my next few articles I will share with you some tips on how to improve your conversions, then how to increase the number of new enquiries that you receive every month. It’s going to be fun.

To download my free guide click below:

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Chris Thomas

As usual with Nick he was super informative and helpful and gave me some very good tips for me to go forward with. He exudes positivity and makes dealing with him a pleasure. Also gave me a steer in helping two other contacts I have who may be able to use his services

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 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.

Claire Johnson

Nick is a fountain of knowledge, tried and tested personally. He has that rare gift of not making you feel daft for asking any question. After our consultation I felt far less like a rabbit in the headlights and far more empowered to climb the marketing mountain successfully.