Why Solicitors Must Set Goals And How To Set Them

You have to have a goal to score – Sir Alan Sugar

Sir Alan Sugar, who always reminds me of Nookie the bear (remember that ventriloquist doll?), said in his book, and for once I fully agree with him that “You have to have a goal to score”.

I don’t agree with much of what he says and does on the Apprentice as he seems to change his mind every week, but I still can’t stop myself from watching it.

Anyway, the point is that you have to know where you are trying to go with your law firm to have any chance of getting there; well that is at least until Elon Musk develops the ‘self-growing law firm’.

I speak with a lot of solicitors every month and, perhaps not surprisingly as I am a marketing man, the topic of conversation is that they would like some more clients.Why Solicitors Must Set Goals And How To Set Them

In response to their question I then ask them how many extra clients they would like each month.

Without exception, they rarely have a number in mind.

I find this surprising and can see Lord Sugar shaking is head in disbelief and pointing to the door….

The thing is that once you have that number, life becomes so very much easier.

Let’s say the number is 10 new clients, which might each generate £1,000 in fees, so an increase in £120,000 turnover per annum.

If you know that you convert 1 in 2 enquiries into clients, you then know that you need 20 more enquiries, over and above your current level, to get these extra clients.

It is then really easy to put some meat on the bones and decide which marketing tactic you are going to use to generate these 20 leads. You also know that you could spend up to 1/3rd of the additional fees to generate them and still make a profit. Of course, if you could spend less then there is even more profit, but that should be your starting point.

Target and goal setting is an incredibly important thing for every law firm owner and business owner to do.

It is why I dedicated a double issue of my law firm growth training magazine Marketing4Solicitors to setting goals and targets. The issue maps out a precise process to follow to take you from having no goals or targets to scoping out both your law firm and your personal goals. It is very comprehensive and perhaps, more importantly, a fun thing to do!

Join me and let’s start mapping out your fantastic 2020!


Case Study

A straightforward approach with a genuine expertise, providing you with a proven plan of exactly what you need to do to grow your firm.

I first stumbled across Nick when searching on Amazon for help growing a firm in the legal sector.

Straight away I was struck by his no-nonsense approach, so after checking out a preview of his book, I bought it on Kindle and started devouring it straight away.

What was immediately apparent was that Nick really does know what he’s talking about, which was hugely refreshing in an industry with plenty of bluffers and chancers.

I found the fact that Nick has actually been there and done it in the legal world very compelling indeed, and after finishing the book, I knew there was plenty he still had to teach me.

I booked a free call, which contained plenty of value, but what became clear is that if I was really going to get Nick’s personalised help to grow my firm, I needed to do it properly, so after speaking to a couple of Nick’s clients to reassure myself I was making the right decision, I took the plunge, and booked the Steady Stream of New Clients meeting.

And I’m so glad I did.

From the moment my wife Rachael and I arrived, Nick put us at complete ease and we quickly built up a strong rapport, and thanks to the pre-meeting preparation put in by all parties, we were able to wring a huge amount of value out of it, because most of the fact-finding had already been completed before the meeting began.

Consequently, the meeting was chockfull of useful, actionable information, and most importantly, that information was grounded on what actually works in the real world – no theory in sight.

When we left Bristol, we were hugely energised and excited; but more than that, we also had clarity, and three days later, things were even clearer, thanks to the report Nick prepared for us detailing exactly what marketing we needed to be doing AND how to make sure that that marketing was actually implemented.

Having used a consultant in the past, my biggest fear was that there’d be a lot of talking around the issues, and a whole lot more questions than answers, but that simply isn’t how Nick works.

Instead, he calls a spade a spade, and fuses that straightforward approach with a genuine expertise, providing you with a proven plan of exactly what you need to do to grow your firm.

If you’re considering booking one of Nick’s Steady Stream of New Clients meetings, I would say, unhesitatingly, that you need to go for it”

Bill Ward, Ward Trademarks

Get In Touch Today

I am here to help you grow your law firm or consultancy, so please do get in touch. Simply enter a few details below and I will personally come back to you (no cost or obligation, just some help for you).