Case Study - Law Firm: Creating a Business Development Culture to Increase Revenue for SA Law
The Brief
SA Law is a successful mid-sized law firm based in Hertfordshire. The firm was looking to get more non-Partner fee earners involved in business development to grow the firm’s revenue and make sure the firm wasn’t just reliant on a small number of Partners, in terms of winning more business.
The Solution
Joanna worked with the firm for several months. She decided the first step was to develop a Business Development Skills Framework, together with HR and the Partners. This was to explain clearly what was expected from lawyers at each level, in terms of business development activities and focus.
This framework covered developing existing clients in terms of more work and referrals cross-selling and completely new business.
Joanna ran training workshops with lawyers from different levels to explain why everyone needed to contribute to business development as part of everyday working, to motivate and encourage mindset and behavior change. She trained in the framework and explained what it meant practically, including some top-line training in key areas such as LinkedIn profiles and networking skills.
Joanna collated feedback from the non-Partner fee earners to discuss with the Partners at a dedicated day. On that day, Joanna helped the Partners make concrete action plans so that the firm could overcome current barriers and make business development part of everyday working life at the firm.
The Partners worked on these key actions over several months, including specific plans and behavior change, to embed the new business development culture.
The Result
Within a few months of the official project ending, business development involvement and activity across the firm has increased and the firm expects that to result in more revenue over time.
We recently collaborated with Joanna on the development and implementation of our firm's Business Development Competency Framework. Joanna was engaging, perceptive, and highly knowledgeable. She imparted valuable skills and strategies to our lawyers, enabling them to enhance their business development approach. These insights will be utilised across the firm moving forward. It was a pleasure working with her, and I highly recommend her services to other firms.