Law firm positioning & profitability
Positioning means that you, as a lawyer and law firm partner, know exactly which areas of law – and their sub-services – you want to sell to which target groups and why.
In addition, you need to know how intensively you want to promote which areas of law. For example, if you have decided to expand your litigation practice, you will need to promote it differently than areas that are already well established in the market.
You also need to know the profitability of your services and your clients. Of course, it is also important to know if you are pricing your fees correctly.
Without this information and without a plan, you are unnecessarily burning budget. It’s not called “You can’t manage what you don’t measure” for nothing.
In law firms, positioning must always take into account the interests of the firm as a whole, the practice groups and the individual partners.
We can support you particularly effectively here, as we draw on the best practice knowledge we have built up since 2004. As a result, we can very quickly tell you which positioning and which measures have worked best for comparable law firms.
We support you in the following areas:
Profitability analysis
The loss of profit is caused by offering wrong services to the selected target groups, by wrong use of people and resources, by inappropriate billing models and in the end by too low hourly rates.
We help you to align your services with your target groups and to develop new services without changing your area of expertise.
We show you gaps in your sales chain and help you to close these gaps successfully.
We do this at the firm level as well as at the professional level.
We analyze your client base and help you identify profitable clients and retain them in the long term.
We compare your client structure by means of benchmarks with other comparable units in the market.
This allows us to tell you exactly whether you are serving the right market with your services and whether your firm is realizing its full profitability potential.
We can also tell you exactly how best to price the services in your practice areas.
Based on our experience since 2004, we can also quickly tell you if you are undercharging and how to change that.
The bigger your firm is, the more sales potential you have. Often, however, little of this potential is used, with the exception of half-hearted cross-selling meetings.
We will show you how you can increase your cross-selling, up- and downselling potential by recording and optimizing your sales processes.
Based on our best practice knowledge built up since 2004, we help you to realize the most sales potential from the combination of legal fields and industrial fields.
We create an automated pitch system for you, so that you don’t have to search for the current Power Point presentation for every sale.
In order to have a continuous flow of sales targets (potential new clients), we show you how to obtain appropriate names for your sales efforts in a structured way.
We help you to generate real sales leads from your sales targets. In doing so, we concentrate on getting those leads for you that are already well advanced in the purchase decision process and therefore are ready to buy.
Sales process optimization & organization
Sales process optimization & organization
The bigger your firm is, the more sales potential you have. Often, however, little of this potential is used, with the exception of half-hearted cross-selling meetings.
We will show you how you can increase your cross-selling, up- and downselling potential by recording and optimizing your sales processes.
Based on our best practice knowledge built up since 2004, we help you to realize the most sales potential from the combination of legal fields and industrial fields.
We create an automated pitch system for you, so that you don’t have to search for the current Power Point presentation for every sale.
In order to have a continuous flow of sales targets (potential new clients), we show you how to obtain appropriate names for your sales efforts in a structured way.
We help you to generate real sales leads from your sales targets. In doing so, we concentrate on getting those leads for you that are already well advanced in the purchase decision process and therefore are ready to buy.
Strategic positioning of your law firm in the market
In ordner not to spend too much on uncoordinated law firm marketing efforts, you must be clear about the goal of your marketing activities. Objectives are defined for the entire firm as well as for individual practice groups and professionals. The sum of these goals is your market positioning.
Market positioning helps you to create a clear profile of your firm for your target segments. Without a clear profile, your target clients cannot decide how good you can meet their needs.
We help you to find the right marketing strategy by clearly positioning your firm and defining which target segments you need to address with which services – and what hourly rate.
Based on our best practice knowledge of the legal industry built up since 2004, we will work with you to determine which services fit your target segments and which services unnecessarily blur and thus weaken your positioning in the market.
In the end, you will have a clear market positioning and can use your marketing budget far more efficiently.