Nick Jervis - Law Firm Growth Formula : How smart solicitors attract more of the right clients at the right price to grow their law firm quickly

First published in Great Britain 2017 by Rethink Press (www.rethinkpress.com)

Copyright Nick Jervis

All rights reserved. No part of this publication may be reproduced, stored in or introduced into a retrieval system, or transmitted, in any form, or by any means (electronic, mechanical, photocopying, recording or otherwise) without the prior written permission of the publisher.

The right of Nick Jervis to be identified as the author of this work has been asserted by him in accordance with the Copyright, Designs and Patents Act 1988.

This book is sold subject to the condition that it shall not, by way of trade or otherwise, be lent, resold, hired out, or otherwise circulated without the publishers prior consent in any form of binding or cover other than that in which it is published and without a similar condition including this condition being imposed on the subsequent purchaser.

For

Emma, Megan and Samuel: my world.

Praise

As an owner or manager of your firm you want to achieve growth and then be able to rinse and repeat. This book tells you how in a practical and methodical way and gives you the tools to own this process for yourself, whether you do it all for yourself or manage others to do some or all of it for you. It also gives you the tools to measure and manage your progress. A refreshing and useful business read and having tested the method I know it works.

MARIE HUNTLEY
Huntley Legal Solicitors

A well-structured and easy to follow guide to growing your law firm. Nick avoids marketing speak and instead uses straightforward and accessible language, making his ideas easy to follow and implement. Helpful, informative and a must read for any lawyer involved in business development.

JONATHAN TYLER
Partner, Seth Lovis & Co. Solicitors

High Street law firms continue to be under increasing pressure. That is not going to change. Advice from Nick Jervis over the last eight years has been a critical factor in the growth of my successful and profitable practice, and his book is packed with practical marketing advice. If you want your law firm to prosper and thrive, you need to read this book.

TIM BISHOP
Senior Partner, Bonallack and Bishop

It is clear that Nick really understands the legal services market and what it takes to make the telephone ring for solicitors. I have no doubt that any solicitor who wants to grow their law firm reads this and then takes action will see very impressive results. It is working for me!

JONATHAN GOODWIN
Solicitor Advocate

Nick Jervis has written a very comprehensive marketing guide which will surely be of immense value to anyone wishing to grow their practice. Nick has clearly drawn upon all his years of marketing experience to produce this practical and insightful guide, which is packed full of information including a selection of very handy marketing checklists designed to give structure, momentum and success.

Buy it!

CHRIS CARTER
Carter & Carter Solicitors

At last, a marketing book for lawyers written in plain English. Nick certainly gets to the point without resorting to marketing speak. You can look forward to learning about lots of simple, effective ideas to promote and grow your law firm. Packed with practical examples, this book provides a step by step guide to increase your turnover, profit and to enhance the reputation of your practice.

JACQUELINE EMMERSON
Director, Emmersons Solicitors

What Nick Jervis has written here is a straightforward guide that will allow any law firm to put in place marketing that attracts new clients predictably and reliably. Everything in this book is rooted in experience not theory, and Nick does a great job of explaining everything clearly. Armed with this book alone, someone whos never marketed anything before would quickly be able to start generating good quality new leads and clients for their law firm.

MARK CREASER
Managing Partner, Ideal Result

Contents

Foreword

There are precious few books that focus on how to grow a law firm. Most sit in one of two camps: those that offer a snake-oil salesmans magic silver bullet (double your profits in one month or your money back... ) and those that are not rooted in the reality of what it is like to try and grow a law firm. I am delighted to say that The Law Firm Growth Formula is neither of these.

Nick Jervis has taken a practical and proven formula and explained how it can be applied to your law firm. He explains the steps and the processes and even explains how and why you should be using his tools.

This book is not about your technical ability to deliver your service; that is not in dispute. It is about your ability to run a business. It about getting you to work On your business and not just In the business. Easy to say and difficult to do.

Lets be clear, marketing is an entire waste of time if it doesnt result in a sale, now or in the future. Too much time is spent looking at vanity measures (hits, likes, follows) and not enough time is spent looking at how to increase sales to the clients you want to be working with. I am delighted to say that Nick is far more interested in what actually works to help you grow your practice.

In a light, yet engaging style, Nick manages to get to the essence of some core questions that can keep you awake at night:

• Why should people bother to buy from you when they can buy from the competition?
• What makes you different from the rest?
• How can you get more and better clients?
• How can you get more enquiries and how can you convert more of the ones you want?
• Which marketing tools should you use and how do you use them?

Answering these questions is especially difficult for a professional service firm. You are not selling a product that can be seen and touched; you are selling a service which feels near impossible to differentiate, one from another. I would go as far as to say that you are selling hot air: an idea, a belief that you are the best solution for a client. Being able to articulate what you do and why you should be selected is as important, if not more important than being able to do the work itself.

Nicks approach will underpin your ability to grow a more successful law firm. It will help you to run the firm you are capable of running. Along the way he will also challenge the role of your law firm and how you need to flex and adjust so that you dont get left behind in a world of incredibly high-paced change.

Every law firm should put up a copy of Nicks Client Conversion Flowchart in their office and issue everyone with a copy of his New Client Flowcast Marketing Model. If only more practices bought into such an approach then the industry would have a far better reputation for delivering responsive customer service and value for money!

Meanwhile, only those that know about Nicks charts will gain the benefits. And that is only as long as you actually take what he recommends and take the relevant action.

Every industry is vulnerable to being uberised. Client needs and demands are rapidly changing as are their options for solutions.

In fact, there will inevitably be even more seismic changes in the industry. Not all firms will survive. Nicks book will help you to run a firm fit for the increasingly demanding world we now live and compete in.

I am more and more convinced that effective marketing is all about the execution of the plan. This book will show you what to do and how to do it!