Business development for law firms

Guide

07 Oct 2019

2 minutes read

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Business development activities grow your firm and help it stay competitive.

Create a business development strategy

Your strategy will keep your firm’s development on track and make sure progress is monitored.

It can include:

growth objectives
who your target market is and how you can meet their needs
how to build awareness of your brand
how success is measured, for example how marketing activity results in new business enquiries

Customer service

Focus on customer service, making sure that:

your clients feel listened to
your clients know you by name
your offices are welcoming
timeframes are realistic and services are delivered on time

Having a customer service policy can help regulate:

how often staff should contact clients
how quickly enquiries should be responded to
how to deal with client complaints

You may consider setting up a discount scheme to reward customer loyalty or encourage referrals.

Flexible opening hours

Flexible opening hours can attract clients by giving them the opportunity to speak to you before and after their working hours. This will also allow your staff to work flexibly.

Accreditation

Getting an accreditation shows clients that your firm follows best practice.

Cross-sell your services

Use client data to improve customer relationship management.

You can categorise clients into contact groups based on their areas of interest. You can then tailor promotional and cross-selling efforts can then be tailored to meet their needs. For example, you could suggest complementary services or send targeted messages to certain client lists.

Make sure all marketing is compliant with GDPR.

Market your firm

Make sure all your marketing materials and advertisements look professional. Working with a designer can help you stand out.

Awards

Put your firm forward for awards and promote your success if you win:

use the award logo on your communications
announce it on social media
hold a celebratory event
write and promote a press release

Make a Law Society Excellence Awards nomination

Website and social media

Your website should be clear. You should make sure:

the services you provide are easy to find
staff profiles are up to date and link to service pages
you don’t use legal jargon

You can take steps to make your firm easier to find online. For example, you can:

use Google My Business to improve your firm’s Google ranking – it will appear in Google’s local search results
share insightful content to draw readers to your site
promote your unique offering as a firm
create and share videos about your services
use effective calls to action on your site, for example ‘Call me today for a free consultation’

Make sure your profile on Find a Solicitor is up to date.

Use social media, for example Twitter and LinkedIn, to:

keep people updated on your firm's progress
share wins
promote any thought leadership articles your firm has produced

Build your network

You may choose to:

attend networking events and conferences
arrange drinks, activities or sporting events with contacts at different organisations
speak at your firm’s events or local or sector-based events
write for your website or the local or trade press

Make the most of training and mentoring opportunities to improve your formal and informal networking skills.