Strategic Planning
Once law firms reach a certain size they need to become more pro-active instead of reactive regarding business opportunities and this calls for strategic thinking that results in business and marketing plans for the firm and individual lawyers.

Jeffrey will work with firms to focus their efforts on better short and long-term business opportunities. This typically involves analyzing the firm’s internal position (client base, financial results, competitors and marketing efforts) as well as their external position by obtaining client feedback which clearly identifies the firm’s strengths and what makes it stand out from others.

The process is then replicated with individual partners or senior associates in the form of personal business development plans which include clear targets, detailed actions and realistic goals and timelines to increase new and repeat business as well as deepen client relationships.

Partner Retreats

Most partnerships in law firms give the appearance of being a collective or equals, sharing equally in the risks and rewards of the firm’s practices – and most especially about how the firm shall be managed by the owner/operators (i.e. partners).

Unfortunately, this ownership structure also makes it difficult to tackle important management issues because the partners either do not have an opportunity to properly discuss them (due to lack of time) or would prefer not to be the one to open that can of worms.

That’s when an external consultant like Jeffrey is called in to add some illumination and clarity on key issues. This is accomplished by gaining feedback in advance, sharing and discussing it at the retreat, and presenting additional materials or information for further education.

Client Feedback

Why should we hire your firm? Are we on track with our plan to develop a certain practice area? Are we in danger of losing any clients? These and other important questions can only be answered by getting honest and accurate feedback from clients.

As simple as this may sound, many law firms shy away from this activity because they either lack the skills to do it properly or lack the self confidence to address complaints. There is also the politically sensitive issue about having direct contact with another partner’s clients.

This is why an independent consultant like Jeffrey can help. As an experienced interviewer and man who has lived a dozen different lives, he can make clients feel comfortable and talkative. More importantly, he delivers what your clients say about you so it can be shared internally.  

Training & Coaching
Most lawyers go through law school focusing only on learning legal knowledge. When they join a firm they are put straight to work and most do not learn where clients come from (much less have any contact with them) until they get close to making partner.

This reinforces a perception that a law firm is more of a practice than a business because there will always be clients to serve, and they will naturally return to the firm if they worked with us before. Unfortunately the legal profession changed drastically in the last decade or so.

Today the major law firms are addressing the ‘soft’ skills gap that many of their lawyers have by organizing their own professional development and training programs. That’s why Jeffrey conducts business development training for groups or coaching for individual lawyers.