Law Firm Management InsightsThis blog from specialist business development consultants to the legal sector (solicitors, barristers, in-house legal and general counsel) at Inpractice UK provides “thoughts on building a more profitable legal practice”. We cover analysis, research, proven techniques and innovative solutions in all aspects of management to help lawyers and managers develop a more successful and profitable legal business.https://irp-cdn.multiscreensite.com/fbf0eee4/dms3rep/multi/logo%20inpractice-630x151.pngLAW FIRMS: Quick-Start Guide to Client Listening to build Client, Referrer and Partner Relationships.2023-10-05T11:56:13Z2023-10-05T11:56:13Z<div style="transition: opacity 1s ease-in-out 0s;" data-rss-type="text">
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Navigate the Path to Client-Centric Excellence by adding value to your Legal Services
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In the complex world of legal services, mastering the art of active client listening is now a strategic imperative. For law firms striving for pro-active client engagement, understanding and implementing the best approach to client listening can be transformative. Here's an outline blueprint of the best practices to establish enduring and meaningful client relationships within a law firm context.
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I. Understand the Client's World
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Deep Dive into Client Histor
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y: Begin by delving deep into the client's history with the firm. Understand their journey, past interactions, challenges faced, and the nature of legal assistance they seek.
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Industry Research
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: Stay updated with industry trends and challenges relevant to the client's business. This knowledge demonstrates your firm's commitment and expertise.
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II. Strategic Client Selection
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Diverse Representation
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: Choose clients representing diverse sectors, ensuring a mix of industries and legal needs. This diversity enriches the firm's experience and knowledge base.
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Client Segmentation
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: Categorize clients based on their needs and preferences. Tailor your listening approach to suit each segment, recognizing that one size doesn't fit all.
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III. Crafting the Client Listening Process
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Personalised Communication
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: Initiate the conversation with a personalised approach. A direct, respectful invitation from a senior partner often resonates well.
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Open-Ended Questions
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: Frame questions that encourage clients to express their thoughts freely. Avoid leading questions; instead, focus on open-ended queries that elicit detailed responses.
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IV. Active Listening and Feedback
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Attentive Engagement:
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During meetings, focus on active listening. Show genuine interest, maintain eye contact, and take notes. Clients appreciate undivided attention. Learn to make the best use of poweful "Columbo Moments". Get personal - what are their business objectives, what would make them more successful and be prepared to explore how you can help then achieve that?
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Feedback Elicitation:
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Ask for feedback explicitly. Encourage clients to share both positive experiences and areas needing improvement. This openness fosters trust and honesty.
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V. Post-Listening Action Plan
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Timely Follow-ups
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: Promptly follow up after client meetings. Acknowledge their input and outline the steps your firm plans to take based on their feedback.
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Actionable Implementation
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: Translate feedback into tangible actions, doing that in collaboration with others in your practice. Not just within your own team but more widely. Whether it's refining internal processes or tailoring legal strategies, ensure that client suggestions lead to meaningful changes.
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VI. Continuous Relationship Nurturing
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Regular Check-ins
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: This should not be a "one-off". Maintain regular contact beyond formal reviews. Periodic check-ins demonstrate your firm's ongoing commitment and interest in the client's success.
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Proactive Communication
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: Anticipate client needs and share relevant legal insights and updates proactively. This proactive approach showcases your firm as a trusted advisor.
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VII. Embrace Technology
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Feedback Surveys
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: Use digital surveys and other options to capture, share and collaborate on feedback post-meeting. Analyze and explore this data regularly to identify trends and areas for improvement. Automate this where you can to make sure it happens and to release time to discuss and act, not just compile.
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CRM Integration
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: Integrate client feedback into your Customer Relationship Management (CRM) system. This centralized approach ensures that feedback informs every client interaction.
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Conclusion: Elevate Client Relationships to New Heights
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Incorporating these strategies into the fabric of your law firm's operations - being pro-active and open - can elevate client relationships to unprecedented levels. Remember, client listening isn't a one-time activity; it's a continuous process of understanding, adapting, and evolving. By consistently refining your approach based on client feedback, your law firm can not only meet but exceed client expectations, setting the stage for enduring partnerships and mutual growth.
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TO DISCUSS
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your client listening strategies and initiatives to improve client perceptions of
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value, get in touch with
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<a href="/allan-carton-business-development-for-lawyers-professional-services" style="display: initial; font-family: Roboto;">
Allan Carton
</a>
<span style="display: initial; font-family: Roboto;">
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You can
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</span>
<a href="https://outlook.office365.com/owa/calendar/CartonCo@cartonconsultants.com/bookings/" target="_blank" style="display: initial; font-family: Roboto; font-weight: bold;">
schedule a free consultation
</a>
<span style="display: initial; font-family: Roboto;">
<span style="display: initial; font-family: Roboto;">
- up to 1 hour on Teams or Zoom - here or just email
</span>
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<a href="mailto:acarton@cartonconsultants.com " target="_blank" style="display: initial; font-family: Roboto;">
acarton@cartonconsultants.com
</a>
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</div>Master client relationships in your law firm. Learn proven best practice and strategies, from active listening techniques to leveraging technology, that elevate client relationships. Discover how your legal practice can thrive in a client-focused landscape. Dive in now!"legal strategies,client relationship management,active listening,client feedback,law firms,client-centric excellence,legal services,continuous relationship nurturing,client engagement techniques,technology in legal practiceSmall & Mid-Size Law Firms: Make client onboarding so much easier and effective for you and your clients2023-07-07T09:13:30Z2023-07-07T09:13:30Z<div style="transition: opacity 1s ease-in-out 0s;" data-rss-type="text">
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<a href="https://clio.wistia.com/medias/r4c92ex68w" style="display: initial;" target="_blank">
WATCH THE VIDEO HERE >>
</a>
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<div>
<a href="https://clio.wistia.com/medias/r4c92ex68w" target="_blank">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Clio+Grow+Intake+Screenshot.JPG" alt="Law firm client onboarding video"/>
</a>
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<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p style="line-height: 1.5;">
<span style="display: initial;">
Check out this video showing how Clio's practice management system can help you streamline client onboarding to make the process easier for you and your clients - then taken you through AML and other challenging compliance requirements.
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<span style="display: initial;">
<span style="display: initial;">
To find out more, call us on 0161 929 8355 or
</span>
</span>
<a href="https://outlook.office365.com/owa/calendar/CartonCo@cartonconsultants.com/bookings/" style="display: initial;" target="_blank">
book a meeting online to explore options here>>
</a>
</p>
</div>Watch the video to see how your law firm can make client onboarding easier and more effective for your people and your clients, helping to progress matters faster too - and improve your management information.Business Partner,Client onboarding,Compliance,PMS,CMS,ClioDOWNLOAD CASE STUDIES - Use of Machine Learning in Legal2023-03-31T08:45:35Z2023-03-31T08:45:35Z<div>
<a href="https://irp.cdn-website.com/fbf0eee4/files/uploaded/Case%20Studies%20-%20Adoption%20of%20Machine%20Learning%20in%20Legal%20services.pdf" target="_blank">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Case+Studies+in+Manchine+Learning+in+Legal-+LawTech.JPG"/>
</a>
</div>
<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p style="line-height: 1.5;">
<a href="https://irp.cdn-website.com/fbf0eee4/files/uploaded/Case%20Studies%20-%20Adoption%20of%20Machine%20Learning%20in%20Legal%20services.pdf" target="_blank" style="display: initial; font-weight: bold;">
DOWNLOAD
</a>
<span style="display: initial;">
<span style="display: initial;">
this well presented set of 12 case studies compiled by LawTech UK to help make what is possible more tangible - and to demonstrate that this is really making an impact now.
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The case studies come from:
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Deriskly
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LegalBeagles
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Kennedys IQ
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Weightmans
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Amplified Global
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Orbital Witness
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Transparently
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Neuralspace
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Luminance
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Avail
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Shoosmiths
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Genie AI
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If you are interested in developing AI / Machine Learning solutions in your legal practice, get in touch. There may be funding support available to help you do that through some of our partners or working with other law firms.
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<a href="/allan-carton-business-development-for-lawyers-professional-services" style="display: initial; font-weight: bold;">
Allan Carton
</a>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
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</span>
</span>
<a href="mailto:acarton@cartonconsultants.com" style="display: initial; font-weight: bold;">
acarton@cartonconsultants.com
</a>
</p>
<p style="line-height: 1.5;">
<a href="http://www.cartonconsultants.com" style="display: initial; font-weight: bold;">
www.cartonconsultants.com
</a>
<span style="display: initial;">
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</div>DOWNLOAD: LawtechUK conducted a consultation with legal professionals, organisations, and industry experts. They gathered these 12 case studies of Machine Learning (ML) in use today to understand ML’s current applications in legal services and how legal service regulators could support responsible use for the benefit of consumers.automation,legal technology,lawfirms,legaltech,machine learningARTICLE: Why and how to make more of the Voice of your Clients2023-03-08T17:21:07Z2023-03-08T17:21:07Z<div style="transition: opacity 1s ease-in-out 0s;" data-rss-type="text">
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The voice of your clients – and others you deal with – has potential to play much more of a leading role in the ongoing development and evolution of law firms.
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<a href="https://www.infolaw.co.uk/newsletter/2023/03/make-more-of-the-voice-of-your-clients/" target="_blank" style="display: initial; font-weight: bold;">
Read the full article here
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to find out:
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How to harness the voice of your clients.
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The potential wide-ranging positive impact that can have.
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How to make that happen.
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How far and how fast you could/should move.
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How this is likely to develop for you and your competitors.
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Potential next steps for your practice.
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</ul>
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</p>
</div>
<div>
<a href="https://www.infolaw.co.uk/newsletter/2023/03/make-more-of-the-voice-of-your-clients/" target="_blank">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Carton+-+Co-+Agile+Client+Development-dfb7d357.png"/>
</a>
</div>
<div style="text-align: left; display: block;" data-rss-type="text">
<p style="line-height: 1.5;">
<span style="font-weight: bold; display: initial; font-family: Lato;">
<span style="font-weight: bold; display: initial; font-family: Lato;">
YOUR NEXT STEP:
</span>
</span>
<a href="https://outlook.office365.com/owa/calendar/CartonCo@cartonconsultants.com/bookings/" target="_blank" style="font-weight: normal; display: initial; font-family: Lato;">
Schedule a free 1-hour video or telephone call here
</a>
<span style="font-weight: normal; display: initial; font-family: Lato;">
<span style="font-weight: normal; display: initial; font-family: Lato;">
</span>
</span>
<span style="display: initial; font-family: Lato;">
with
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="/allan-carton-business-development-for-lawyers-professional-services" style="display: initial; font-family: Lato;">
Allan Carton
</a>
<span style="display: initial; font-family: Lato;">
<span style="display: initial; font-family: Lato;">
. Call 07779 653105 or
</span>
</span>
<a href="mailto:acarton@cartonconsultants.com" target="_blank" style="display: initial; font-family: Lato;">
email
</a>
<span style="display: initial;">
</span>
<a href="mailto:acarton@cartonconsultants.com" target="_blank" style="display: initial;">
here
</a>
<span style="display: initial;">
.
</span>
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<div style="transition: opacity 1s ease-in-out 0s;" data-rss-type="text">
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<span style="display: unset;">
<span style="display: unset;">
For more information, contact
</span>
</span>
<a href="/allan-carton-business-development-for-lawyers-professional-services" style="display: unset;">
Allan Carton
</a>
</p>
<p>
<br/>
</p>
<p>
<a href="mailto:acarton@cartonconsultants.com" style="display: unset;">
acarton@cartonconsultants.com
</a>
</p>
<p>
<br/>
</p>
<p>
<span style="display: initial;">
Mobile: 07779 653105
</span>
</p>
</div>The voice of your clients – and others you deal with – has potential to play much more of a leading role in the ongoing development and evolution of law firms. Find out here how to harness it, the potential impact, how to produce those results, how far and how fast you could/should move. what is coming next and about potential next steps for your practice.client relationship management,clients,client listening,voice of the client,business development4 Essentials to Drive Your Business in 2023 ... and beyond2023-01-05T09:35:04Z2023-01-05T09:35:04Z<div style="transition: opacity 1s ease-in-out 0s;" data-rss-type="text">
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<span style="font-weight: normal; font-style: normal; display: initial; text-decoration: underline;">
<span style="font-weight: normal; font-style: normal; display: initial; text-decoration: underline;">
With reliable data, better understanding, empathy and an appetite to deliver more value
</span>
</span>
</h3>
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There has never been a time quite like now, when feeling and showing empathy with clients, understanding their changing expectations and finding new ways of delivering better value to them has been so critical. Read more below about these 4 essential initiatives:
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<li style="direction: ltr; line-height: 1.5;">
<span style="display: initial;">
The right strategy, made tangible and shared in context, with coherent plans and visual measures.
</span>
</li>
<li style="direction: ltr; line-height: 1.5;">
<span style="display: initial;">
Reliable data and tools - onboarding, always-on listening, automated capture and enrichment.
</span>
</li>
<li style="direction: ltr; line-height: 1.5;">
<span style="display: initial;">
The right mindset and skills - Agile, O-shaped, Project Management.
</span>
</li>
<li style="direction: ltr; line-height: 1.5;">
<span style="display: initial;">
Structured, responsive persistence to constantly develop more value in relationships.
</span>
</li>
</ol>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="text-decoration: underline; font-weight: 900; display: initial;">
KEY CHALLENGES
</span>
<span style="font-weight: 900; display: initial;">
<span style="font-weight: 900; display: initial;">
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: 1.5;">
<span style="display: initial;">
Too many firms
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
still struggle to make enough time for contact with enough clients
</span>
<span style="display: initial;">
.
</span>
<span style="display: initial;">
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Lawyers struggle too often to
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
establish enough meaningful empathy with business clients
</span>
<span style="display: initial;">
.
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Not a surprise as they
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
often don't have the right, reliable and complete ammunition to work with.
</span>
<span style="display: initial;">
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Client contact and
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
relationship data
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
held most firms is
</span>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
</span>
</span>
<span style="display: initial; font-style: italic;">
unreliable, not trusted and not used.
</span>
<span style="display: initial;">
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Most lawyers are
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
fearful of exposing their emotions
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
and don't feel the need/confidence to do it.
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Talking about the
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
transaction in hand is the easiest option
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
- and most lawyers will focus time there.
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
It's difficult to be confident about talking more widely, when
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
background information is not available
</span>
<span style="display: initial;">
.
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial; font-style: italic;">
Few lawyers yet feel comfortable exploring use of technology
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
with clients - with many new options to explore.
<br/>
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Lawyers
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-style: italic;">
rewarded on billing figures based on time
</span>
<span style="display: initial;">
, struggle to commit time to anything else anyway.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="text-decoration: underline; font-weight: 900; display: initial;">
WHAT TO DO FROM HERE?
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="color: rgb(120, 11, 11); text-decoration: underline; font-weight: bold; display: initial;">
1]
</span>
<span style="color: rgb(120, 11, 11); display: initial;">
</span>
<span style="color: rgb(120, 11, 11); display: initial;">
<span style="color: rgb(120, 11, 11); display: initial;">
</span>
</span>
<span style="display: initial; font-weight: bold;">
Agree and communicate a coherent strategy and business development objectives
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
for the practice that - at least - the leaders are determined to commit to and drive with persistence for the next 3 years. Share an understanding of why that matters and the kind of culture you want to see here in 3 years' time. Use visual dashboards to constantly display, share and discuss performance on the key measures adopted to evaluate and drive performance.
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
<span style="display: initial; font-style: italic;">
We work objectively alongside your leadership team to research, evaluate opportunities and challenges, add new thinking to challenge established perceptions and test plans to bring this together, with the benefit of our experience of lawyers and the wider market for legal services.
</span>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
</span>
</span>
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="color: rgb(120, 11, 11); text-decoration: underline; font-weight: bold; display: initial;">
2]
</span>
<span style="font-weight: bold; display: initial;">
Use reliable up-to-date data without the need for lawyers to do anything
</span>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
</span>
</span>
<span style="display: initial;">
more than they do now to get it. Take advantage of automation to capture and enrich data on clients, introducers and prospects as your people work - to populate CRM, evaluate "always-on" client feedback, prompting pro-active engagement - compiling it all centrally for everyone to see and use, all the time.
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="font-style: italic; display: initial;">
We can help you find and implement the right solution for your practice, taking account of your objectives and systems already in place.
</span>
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="color: rgb(120, 11, 11); text-decoration: underline; font-weight: bold; display: initial;">
3]
</span>
<span style="font-weight: bold; display: initial;">
Equip your lawyers and others with a different understanding
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
of what a client relationships should feel like, identifying the current gaps, failings and opportunities - where the strongest ammunition comes from the clients themselves. Provide new skills to support more effective listening and engagement with clients. Develop a better understanding of project management and what "agile" means in all areas of the business, from management projects to handling the legal work - and the tools (
</span>
<a href="/make-the-most-of-microsoft-365-and-teams-professional-services" style="display: initial;">
much of it available within Microsoft 365
</a>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
- from simple to complex) that are available to support that. Engage clients more to make use their input more on how to develop services that give them more of what they value.
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="font-style: italic; display: initial;">
You can tap into
</span>
<span style="font-style: italic; display: initial;">
<span style="font-style: italic; display: initial;">
</span>
</span>
<a href="/listening-to-clients-law-firms-and-legal-practice" style="display: initial;">
our experience of listening to clients
</a>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
</span>
</span>
<span style="display: initial; font-style: italic;">
to take you through an independent exercise, listening to a selection of your clients to identify opportunities, trends and gaps. Then feed this back to your people as part of your initiatives to develop and embed the culture you want at your practice.
</span>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
</span>
</span>
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="color: rgb(120, 11, 11); text-decoration: underline; font-weight: bold; display: initial;">
4]
</span>
<span style="font-weight: bold; display: initial;">
Get pro-active, persistent and structured
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
in managing client relationships with this reliable data (captured automatically) and a very different attitude amongst lawyers with a better understanding of what good client relationships look like. There is an opportunity to take advantage of the clear imperative now to develop new, innovative, probably more collaborative and tech-supported services that can deliver more value for clients, more cost-effectively for you.
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="font-style: italic; display: initial;">
We can help you to define, communicate and implement your marketing strategy with clear shared objectives that lawyers (with the tools and skills made tangible for the first time) can support. With an effective approach to managing your client relationships and adoption of more digital marketing tools, you can segment both clients and prospects to communicate more meaningfully with them in the background - supporting the up front work of lawyers and others.
</span>
<span style="font-style: italic; display: initial;">
<span style="font-style: italic; display: initial;">
</span>
</span>
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="text-decoration: underline; font-weight: 900; display: initial;">
TALK TO US NOW
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="font-weight: bold; display: initial;">
TO FIND OUT MORE about our approach and the tools we use to help you down this path, contact
</span>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
</span>
</span>
<a href="/allan-carton-business-development-for-lawyers-professional-services" style="display: initial;">
Allan Carto
</a>
<span style="display: initial;">
n
</span>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
</span>
</span>
<span style="display: initial; font-weight: bold;">
at
</span>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
</span>
</span>
<a href="mailto:acarton@cartonconsultants.com " target="_blank" style="display: initial; font-weight: bold;">
acarton@cartonconsultants.com
</a>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
</span>
</span>
<span style="display: initial; font-weight: bold;">
to set up a free 60-minute preliminary video or telephone call in confidence, with no obligation.
</span>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
</span>
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<a href="https://outlook.office365.com/owa/calendar/CartonCo@cartonconsultants.com/bookings/" target="_blank" style="display: initial; font-weight: bold;">
Or, you can schedule this discussion here >>
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
</div>We outline the 4 key initiatives that SME firms should be evaluating and implementing now to be able to match new client expectations and operate efficiently to maintain profitability. Law firms not focused on these areas are in danger of getting left behind.skills,Client onboarding,accurate data,2023,AI,business developmentTaking the next steps on your client onboarding journey2022-12-05T14:47:23Z2022-12-05T14:47:23Z<div>
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Getting-connected-from-home.jpg"/>
</div>
<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p>
<span style="font-weight: bold; display: initial;">
Lawyers need digital onboarding now because clients’ expectations of easier digital transactions and communications ramped up during the lockdowns – and because we see now that working digitally can radically improve efficiency of our operations and productivity. Based on my experience as a user of legal services, it’s a must have.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
We fared relatively well during the lockdowns and most law firms managed to implement working from home successfully, with much done out of necessity for immediate results. For many, there wasn’t a lot of long-term strategic thinking or planning. Some things just had to get done, with digital onboarding remarkably high on that agenda.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
The 7 Steps
</span>
<span style="display: initial;">
<span style="display: initial;">
identified here are for you if you want to build on what your practice, other firms and suppliers have learned from their experience of digital onboarding so far. There is an opportunity now to build on that, if you are:
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Stepping up to a more appropriate solution
</span>
<span style="display: initial;">
<span style="display: initial;">
to better match your objectives and understanding of what is possible now, which may well have changed; or
</span>
</span>
</li>
<li>
<span style="display: initial; font-weight: bold;">
Refining what you’ve got or expanding use of the tools
</span>
<span style="display: initial;">
<span style="display: initial;">
available to cover more of the process and other areas of work; or
</span>
</span>
</li>
<li>
<span style="display: initial; font-weight: bold;">
Getting started for the first tim
</span>
<span style="display: initial;">
e.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
Read about
</span>
</span>
<a href="https://www.infolaw.co.uk/newsletter/2022/12/taking-the-next-steps-on-your-client-onboarding-journey/" target="_blank" style="display: initial;">
the 7 Steps and Why
</a>
<span style="display: initial;">
<span style="display: initial;">
in this article by
</span>
</span>
<a href="/allan-carton-business-development-for-lawyers-professional-services" style="display: initial;">
Allan Carton
</a>
<span style="display: initial;">
<span style="display: initial;">
and
</span>
</span>
<a href="/Frank-Manning-Carton-Technology-Professional-services" style="display: initial;">
Frank Manning
</a>
<span style="display: initial;">
<span style="display: initial;">
in
</span>
</span>
<a href="https://www.infolaw.co.uk/newsletter/2022/12/taking-the-next-steps-on-your-client-onboarding-journey/" target="_blank" style="display: initial;">
the Internet Newsletter for Lawyers >>
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
</div>7 Steps to look afresh at your Client onboarding system to benefit from what has been learned so far by your practice, suppliers and other law firms. Much of the radical improvement in how clients are brought on board digitally has been introduced out of necessity due to the Covid lockdowns, not because the manual systems that had persisted until then were remarkably poor, slow, time consuming and difficult for both clients and law firm administrators.law firm management,client relationship management,Client onboarding,lawtech,law firm business development,legal technology,lawfirms,legaltech,business development,CRMTen top tips on how to win a public sector tender2022-05-24T12:38:54Z2022-05-24T12:38:54Z<div>
<a href="https://www.linkedin.com/in/philiplnorman/" target="_blank">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Winning+Tenders-+Law+firms+and+accountants.JPG"/>
</a>
</div>
<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p>
<span style="display: initial; font-style: italic; font-weight: bold;">
By Philip Norman, Managing Director at Winning Tenders
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
We've spoken to many businesses recently who are convinced that SMEs hardly ever win public contracts. The truth is that 25% of public procurement spend is with SMEs and most public contracts are won by SMEs. Plus, in uncertain times the public sector can be a good, solid option.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
If you've been unsuccessful with public sector bidding in the past, we thought it would be useful to send you our ten top tips on how to win a tender to help you re-consider.
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
Here they are:
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Read the instructions and tender specification
</span>
<span style="display: initial;">
. Highlight all the areas that demonstrate the buyer’s important factors. These will definitely be the evaluation criteria, (ie. how will they evaluate your response, and set against what?) and probably be key objectives, visions, key themes etc. Determine how they need the response to be completed and when they want it submitted.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Read each question with your own questions in mind
</span>
<span style="display: initial;">
. Why are they asking this? What information are they looking for?
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Raise clarification questions in good time
</span>
<span style="display: initial;">
<span style="display: initial;">
as there will be a clarification deadline. Once it passes, that’s it, no more clarification.
</span>
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
Present the key benefits of your offering.
</span>
</span>
<span style="display: initial;">
Don’t be a feature-centric bidder. Your features will mean nothing without you explicitly presenting the benefit. Align the key benefits of your offering to their vision or key objectives. Spell it out.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Don’t settle for the bare minimum
</span>
<span style="display: initial;">
. It will never win. If there are word limits, go as close to them as possible as this represents the importance placed on the question. Expand on your answers, give detail, but don't blag or repeat.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Keep the language simple
</span>
<span style="display: initial;">
. Remember that your intention is to clearly communicate the benefits that your organisation can bring to the contract. Unnecessarily elaborate words will not gain you extra points – if anything they might go against you.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Write in bite size chunks with a clear heading structure
</span>
<span style="display: initial;">
. Use headers that are aligned to their key considerations. Make it easy for them to pick out the salient areas to ensure your response is positively evaluable.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
Where possible, evidence your response with testimonials
</span>
</span>
<span style="display: initial;">
and stats. Convince the buyer of your organisation’s strengths through experience.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
Have your submission proofread and reviewed
</span>
<span style="display: initial;">
<span style="display: initial;">
by someone who has not been involved in the preparation. A professional, fresh pair of eyes can spot costly mistakes and weak areas and see it from the viewpoint of the evaluator - an incredibly worthy investment.
</span>
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
Submit on time.
</span>
</span>
<span style="display: initial;">
Of course!
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
The public sector is a fantastic foundation to build your business strategy upon, so we recommend that you explore the opportunities, at the very least.
</span>
<a href="https://www.winningtenders.co.uk/" target="_blank" style="display: initial;">
Winning Tenders
</a>
<span style="display: initial;">
<span style="display: initial;">
was set up because every viable company, irrespective of size, has the potential to win public contracts. They use their knowledge of the tendering process to help more companies win their fair share of the business.
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Please contact Philip
</span>
<span style="display: initial;">
<span style="display: initial;">
if you would like to explore some potential public sector opportunities or have a bid you need help with - call
</span>
</span>
<a href="" target="_blank" style="display: initial;">
07944 847014
</a>
<span style="display: initial;">
<span style="display: initial;">
, email
</span>
</span>
<a href="mailto:philipnorman@winningtenders.com" style="display: initial;">
philipnorman@winningtenders.com
</a>
<span style="display: initial;">
<span style="display: initial;">
or look him up
</span>
</span>
<a href="https://www.linkedin.com/in/philiplnorman/" target="_blank" style="display: initial;">
on LinkedIn
</a>
<span style="display: initial;">
.
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
</div>25% of public procurement spend is with SMEs and most public contracts are won by SMEs. Plus, in uncertain times the public sector can be a good, solid option. If you've been unsuccessful with public sector bidding in the past, we thought it would be useful to send you our ten top tips on how to win a tender to help you re-consider.tender,law firm marketing,new business,winning new work,law firm business development,Winning Tenders,Philip Norman,bid,RFP,accountantsYour business case for an "always-on" client listening programmeAllan Cartonacarton@cartonconsultants.com (Allan Carton)2022-05-11T09:40:21Z2022-05-11T09:40:21Z<div>
<a href="/listening-to-clients-lawyers-accountants-professional-services">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Create+an+always+on+client+listening+programme.JPG" alt="Create an always on client listening programme"/>
</a>
<span>
</span>
</div>
<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p style="line-height: 1.5;">
<span style="text-decoration: underline; font-weight: bold; display: initial;">
Conclusions from the 2022 Future of Client Listening research
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<a href="/contact-us" style="display: initial; font-weight: 700;">
Get in touch
</a>
<span style="display: initial; font-weight: 700;">
<span style="display: initial; font-weight: 700;">
to find out more about how we help professional practices to create a cost-effective and affordable "always-on" client listening programme, supported by automated intelligence. You can also
</span>
</span>
<a href="https://outlook.office365.com/owa/calendar/CartonCo@cartonconsultants.com/bookings/" target="_blank" style="display: initial; font-weight: 700;">
choose a time for a no-obligation telephone of video call
</a>
<span style="display: initial; font-weight: 700;">
<span style="display: initial; font-weight: 700;">
with
</span>
</span>
<a href="/allan-carton-business-development-for-lawyers-professional-services" style="display: initial; font-weight: 700;">
Allan Carton
</a>
<span style="display: initial; font-weight: 700;">
.
</span>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="display: initial;">
<span style="display: initial;">
Firms are
</span>
</span>
<span style="display: initial; font-style: italic;">
collecting the voice of the client in many different ways
</span>
<span style="display: initial;">
<span style="display: initial;">
; from formal interviews and surveys through to informal emails and conversations. Much of this data is unstructured - text and verbatim comments- making it
</span>
</span>
<span style="display: initial; font-style: italic;">
difficult to analyse manually.
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="display: initial;">
Despite receiving feedback from multiple formats,
</span>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
the core challenge remains the "top of funnel"- getting enough data in one place
</span>
</span>
<span style="display: initial;">
so that insights can drive actions.
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="font-style: italic; display: initial;">
Most client feedback is collected at the end
</span>
<span style="display: initial;">
<span style="display: initial;">
of a project, or periodically (e.g. annually) when it's too late to impact those experiences.
</span>
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="display: initial;">
Firms are finding it
</span>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
hard to access the voice of the client, because it's stored in multiple places or formats
</span>
</span>
<span style="display: initial;">
. This makes it hard see the big picture of overall client experiences, and to discover common themes and root causes.
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="display: initial;">
<span style="display: initial;">
Many firms
</span>
</span>
<span style="display: initial; font-style: italic;">
aren't doing enough with the data they already collect
</span>
<span style="display: initial;">
. 37% of respondents said insights from feedback prompts action across the firm.
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="display: initial;">
<span style="display: initial;">
The
</span>
</span>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
firms that do share insights across the firm, are seeing a range of benefits
</span>
</span>
<span style="display: initial;">
including stronger client relationships, decision-making agility and continuous improvement.
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="display: initial;">
<span style="display: initial;">
Over the last two years,
</span>
</span>
<span style="display: initial; font-style: italic;">
firms have been introducing additional forms of online and face-to-face feedback
</span>
<span style="display: initial;">
. However, the underlying driver of progress is linked to how well the firm's leadership embraces the resulting insights.
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="display: initial;">
Looking forwards,
</span>
<span style="display: initial; font-style: italic;">
<span style="display: initial; font-style: italic;">
firms are planning to evolve both the input and output stages
</span>
</span>
<span style="display: initial;">
<span style="display: initial;">
of their client listening programmes. They are seeking ways to listen to more clients more often, and also looking at how they do more with the insights they create.
</span>
</span>
</li>
</ul>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: initial;">
<span style="font-style: italic; display: initial;">
Insights from client listening are being used to drive a wide range of decision
</span>
<span style="display: initial;">
s. The most prevalent being to improve the overall client experience and to improve client interactions.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-style: italic; display: initial;">
Firms with more than 150 people are investing to improve
</span>
<span style="display: initial;">
<span style="display: initial;">
the scale and impact of client listening. 57% of respondents said their budget will increase, either a little or significantly.
</span>
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
<span style="display: initial;">
The majority of respondents said
</span>
</span>
<span style="display: initial; font-style: italic;">
their firm had changed its approach to client listening over the last two years
</span>
<span style="display: initial;">
, finding new ways to gather and analyse feedback. In some cases this is through making the process more systematic.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
Client listening is e
</span>
<span style="display: initial; font-style: italic;">
nabling firms to better understand their own firm, as well as the needs and expectations of their clients
</span>
<span style="display: initial;">
. Combining these insights enables them to focus on what sets them apart from the competition.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
<span style="display: initial;">
Firms are
</span>
</span>
<span style="display: initial; font-style: italic;">
seeking ways to listen to more clients more ofte
</span>
<span style="display: initial;">
n, and also looking at how they do more with the insights they create.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
<span style="display: initial;">
Regardless of the type of client
</span>
</span>
<span style="display: initial; font-style: italic;">
less than 35% of firms said that, in a typical year, they will ask more than half their clients for feedback
</span>
<span style="display: initial;">
. This is consistent with the earlier result that the most common challenge is collecting enough feedback.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-style: italic; display: initial;">
Firms of all sizes still struggle with the challenges of collecting enough
</span>
<span style="display: initial;">
<span style="display: initial;">
client feedback, and then gathering it together in one place.
</span>
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-weight: bold; display: initial;">
NEXT STEPS
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: normal;">
Does your firm want to listen to more clients more often? Do you want to do more with the client-related data you already have?
</span>
</p>
<p>
<span style="font-weight: normal; display: initial;">
Would you like to see what "always-on" client listening looks like? To explore your options, find out what it costs, how it might work for you?
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<a href="/Future-of-Client-Listening-report-2022" style="font-weight: bold; display: initial;">
DOWNLOAD the full report here, where you will find much more of the detail behind these comments >>
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="color: rgb(159, 56, 0); font-weight: bold; display: initial;">
GET IN TOUCH
</span>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
for a no obligation demo and discussion. Call email
</span>
</span>
<a href="mailto:solutions@cartonconsultants.com" style="font-weight: bold; display: initial;">
solutions@cartonconsultants.com
</a>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
</span>
</span>
</p>
<p>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
Easier still,
</span>
</span>
<a href="/lets-talk" style="font-weight: bold; display: initial;">
choose a time for a telephone or video call
</a>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
with Allan Carton here.
</span>
</span>
<span style="font-weight: bold; display: initial;">
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
</div>Would you like to see what "always-on" client listening looks like? Does your firm want to listen to more clients more often? Or to do more with the client-related data you already have? We can help you set the strategy, define the approach and get the key compenents in place to make that a success, including "always-on" intelligent automation to capture, evaluate and share the feedback and support new initiatives.15 Actions to take now if you don't have enough new work coming in. No excuses ...2022-04-26T09:29:05Z2022-04-26T09:29:05Z<div>
<a href="/alistair-marshall-professional-services-business-development">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Alistair+Marshall-+Carton+-+Co-+Keynote+speaker.jpg"/>
</a>
</div>
<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p style="line-height: initial;">
<a href="/alistair-marshall-professional-services-business-development" style="display: initial; font-style: italic; font-weight: bold;">
From Alistair Marshall
</a>
<span style="display: initial; font-style: italic; font-weight: bold;">
<span style="display: initial; font-style: italic; font-weight: bold;">
, our associate
</span>
</span>
<a href="https://www.professionalservicesbd.com.au/" target="_blank" style="display: initial; font-style: italic; font-weight: bold;">
helping professionals gain more leads and close more business across Australasia
</a>
<span style="display: initial; font-style: italic; font-weight: bold;">
.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
I think we can agree that the economy is unstable. While some firms are flourishing, others are not.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Likewise some professionals are exceeding their targets and others, I would say up to maybe 50%, are moaning about their poor or static results and blaming the economy, covid, staffing issues etc
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
I see it every day, with professionals not achieving their revenue goals asking for advice on how to generate new work in a slow market. The first comment I make to all of them is this:
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="font-style: italic; display: initial; font-family: Helvetica;">
"If your market has slowed and you have slowed with it, you will soon be out of business. So tell me, what have you done to ramp up activity this last year?"
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Usually that question is met with silence and then another excuse about how no one new has been/is buying.
</span>
<span style="display: initial; font-family: Helvetica; font-style: var(--artdeco-reset-typography-font-style-italic);">
"No one?"
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Of course some people are buying professional services, someone always is. So my question to you is this:
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="font-style: italic; display: initial; font-family: Helvetica;">
"If your market has slowed, or maybe only half of your market's buyers are buying, what are you doing to ramp up your activity, working both smarter and harder to raise your visibility and credibility, to capture a greater share of spend in your slowed market?"
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Sadly, it's been my experience that many people give up when their markets slow down. They resign themselves to the fact that it's going to be a bad year and they don't even try to hit their targets.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Many professionals used Covid to down their Business Development tools for an extended period, not realising that many of the activities that work well, still did so even in a remote working environment.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Top performers refuse to wave the white flag. They want to earn their bonus. These professionals attack their markets with renewed effort.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
They approach more clients, prospects and referrers with new and increased business development activities. These are the few people who, even in a slow market, are doing more.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
So, before you complain about the economy and make excuses regarding Covid or global events hurting your revenues, I need to ask:
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Are you taking any of the following actions?
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(120, 11, 11);">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(120, 11, 11);">
1]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Reach out to your current client database
</span>
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
at least once per month with a value-based, content-rich communication. Educate, don’t sell. Use different media to deliver your message.
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
2]
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4); font-style: italic;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4); font-style: italic;">
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Attend at least 1 networking event per week
</span>
<span style="display: initial; font-family: Helvetica;">
. On or offline. 2 would be even better.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
3]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Ask for a referral a
</span>
<span style="display: initial; font-family: Helvetica;">
t least once per week.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; color: rgb(87, 4, 4); font-weight: normal;">
<span style="display: initial; font-family: Helvetica; color: rgb(87, 4, 4); font-weight: normal;">
4]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Prospect every day
</span>
</span>
<span style="display: initial; font-family: Helvetica;">
to keep your funnel full.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
5]
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4); font-style: italic;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4); font-style: italic;">
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Identify new target markets/clients
</span>
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
to sell to.
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; color: rgb(87, 4, 4); font-weight: normal;">
<span style="display: initial; font-family: Helvetica; color: rgb(87, 4, 4); font-weight: normal;">
6]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Attend trade shows/exhibitions/conferences
</span>
</span>
<span style="display: initial; font-family: Helvetica;">
in your chosen sectors regularly and follow up with the leads within 24 hours.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
7]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Hold client review meetings
</span>
<span style="display: initial; font-family: Helvetica; font-weight: bold;">
<span style="display: initial; font-family: Helvetica; font-weight: bold;">
</span>
</span>
<span style="display: initial; font-family: Helvetica;">
and cross sell services.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
8]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Implement a reactivation campaign
</span>
</span>
<span style="display: initial; font-family: Helvetica;">
to win back lost clients.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; color: rgb(87, 4, 4); font-weight: normal;">
9]
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Change your pitch/presentation
</span>
</span>
<span style="display: initial; font-family: Helvetica;">
to place the clients’ values first and your corporate marketing messages last.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
10]
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Talk to your five best clients.
</span>
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
Ask them to evaluate your situation and make suggestions for new markets/clients.
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
11]
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Take you Top 5 referrers to lunch.
</span>
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
Good things happen when you talk to people.
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
12]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Look at your digital footprint.
</span>
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
Website, LinkedIn profile etc. Would you agree to a meeting with you? Do you give people a real genuine reason to give you their time? Do you offer a signature piece of content in exchange for an email address?
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
13]
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
<span style="display: initial; font-family: Helvetica; font-weight: normal;">
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Start a content marketing campaign
</span>
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
using blogs, webinars, seminars, podcasts, videos, social media etc
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
14]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Stay away from the complainers.
</span>
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
Don't make your situation worse by hanging around the motivation suckers and underachievers.
</span>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
<span style="display: initial; font-family: Helvetica; font-weight: normal; color: rgb(87, 4, 4);">
15]
</span>
</span>
<span style="display: initial; font-family: Helvetica; font-weight: normal; font-style: italic;">
Get a coach or a mentor
</span>
<span style="display: initial; font-family: Helvetica;">
. Even Olympians have a coach. Invest in a training program. Stay away from negative people. Learn from the winners.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
You can change your results in any economy. Once you accept the fact that you can change your results, you can begin to recover one step at a time.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica; font-style: italic;">
<span style="display: initial; font-family: Helvetica; font-style: italic;">
Don't try all 15 ideas at once.
</span>
</span>
<span style="display: initial; font-family: Helvetica;">
Simply pick one or two new ideas per week. Implement them every day. Own them and make yourself accountable.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
Continue to use them as you pick one or two more the following week. In two or three months time, you may find yourself in a much better place.
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</p>
<p style="line-height: initial;">
<span style="display: initial; font-family: Helvetica;">
<span style="display: initial; font-family: Helvetica;">
If you need help with any of this
</span>
</span>
<a href="https://www.cartonconsultants.com/lets-talk" target="_blank" style="display: initial; font-family: Helvetica; font-weight: bold; text-decoration: underline;">
be sure to reach out
</a>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="https://www.cartonconsultants.com/lets-talk" target="_blank" style="display: initial; font-family: Helvetica; font-weight: bold;">
>>
</a>
<span style="display: initial;">
<br/>
</span>
</p>
</div>If not enough new work is coming in, make time to do any or all of these over the next few months ... but not all at once says Alistair. A business development consultant and keynote speaker who has helped 150+ professional services firms add six & seven figures to their annual revenues.digital marketing,marketing,top tips,no excuses,business development,alistair marshallFREE DOWNLOAD: Get to grips with your PII renewal in 20222022-02-15T14:16:49Z2022-02-15T14:16:49Z<div>
<a href="https://irp.cdn-website.com/fbf0eee4/files/uploaded/Howden%20Insurance%20Brokers%20Ltd%20-%20Solicitors%27%20Market%20Report%20January%202022.pdf" target="_blank">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/downloads_186x115-186x115.png"/>
</a>
</div>
<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p>
<span style="display: initial;">
In this comprehensive 60-page bi-annual report of the market from Howden, you will find:
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: 1.5;">
<span style="display: initial;">
How best to prepare for your 2022 renewal,
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
A review of 1 October 2021 renewals and forecast ahead to 2022,
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Key Renewal Trends,
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
An update on PII claims - trends in risk by worktypes,
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
A “Back to Basics” article on PII cover that we invite firms to share with junior lawyers,
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Advice regarding potential wellbeing initiatives firms can consider,
</span>
</li>
<li style="line-height: 1.5;">
<span style="display: initial;">
Updates on "silent cyber" and PSYROC.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<a href="https://irp.cdn-website.com/fbf0eee4/files/uploaded/Howden%20Insurance%20Brokers%20Ltd%20-%20Solicitors%27%20Market%20Report%20January%202022.pdf" target="_blank" style="display: initial; font-weight: bold;">
DOWNLOAD HERE >>
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
For advice on:
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li style="line-height: 1.5;">
<span style="display: initial; font-weight: bold;">
Professional Indemnity Insurance:
</span>
<span style="display: initial;">
</span>
<a href="https://www.linkedin.com/in/tonydbrown/" target="_blank" style="display: initial;">
Tony Brown
</a>
<span style="display: initial;">
,
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="https://www.howdengroup.com/uk-en/professional-services" target="_blank" style="display: initial;">
Howden
</a>
<span style="display: initial;">
.
</span>
</li>
<li style="line-height: 1.5;">
<a href="/Solicitors-Regulation-Authority-compliance-support-with-SRA-Lexcel-ICO-GDPR-IIP-and-risk-management" style="font-weight: bold; display: initial;">
Compliance and risk management
</a>
<span style="font-weight: bold; display: initial;">
:
</span>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
</span>
</span>
<a href="/Catherine-Gasparini-Lexcel-Compliance-for-Law-Firms-professional-services" style="display: initial;">
Catherine Gasparini
</a>
<span style="display: initial;">
,
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial; font-weight: normal;">
Carton & Co.
</span>
</li>
<li style="line-height: 1.5;">
<a href="/cyber-essentials-certificate-for-law-firms-and-solicitors-Law-Society-Lexcel-Accreditation" style="font-weight: bold; display: initial;">
Cyber Security and Cyber Essentials
</a>
<span style="font-weight: bold; display: initial;">
:
</span>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
</span>
</span>
<a href="/Frank-Manning-Carton-Technology-Professional-services" style="display: initial;">
Frank Manning
</a>
<span style="display: initial;">
, Carton & Co.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
Call
<tcxspan>
0161 929 8355
</tcxspan>
or email
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="mailto:solutions@cartonconsultants.com " style="display: initial;">
solutions@cartonconsultants.com
</a>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
</div>How best to prepare for your 2022 renewal,
A review of 1 October 2021 renewals and forecast ahead to 2022,
Key Renewal Trends,
An update on PII claims - trends in risk by worktypes,
A “Back to Basics” article on PII cover that we invite firms to share with junior lawyers,
Advice regarding potential wellbeing initiatives firms can consider,
Updates on "silent cyber" and PSYROC.Catherine Gasparini,PII,cyber security,Compliance,Tony Brown,Professional Indemnity Insurance,Frank Manning,Risk ManagementCyber Essentials Update 20222022-02-08T15:00:27Z2022-02-08T15:00:27Z<div>
<a href="/cyber-essentials-certificate-for-law-firms-and-solicitors-Law-Society-Lexcel-Accreditation">
<img src="https://irp.cdn-website.com/fbf0eee4/dms3rep/multi/Cyber-Essentials-logos-300x112.png" alt=""/>
</a>
</div>
<div style="transition: none 0s ease 0s; display: block; text-align: left;" data-rss-type="text">
<p>
<span style="display: initial; font-weight: bold;">
What has Changed and Why?
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Since its launch in 2014 the government backed Cyber Essentials scheme has evolved to ensure that it stays effective and provides appropriate protection as cyber threats evolve. Following the recent review by a team of experts, a series of changes have been introduced to keep the scheme current. Here is our summary of the key changes which apply from January 24th 2022.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Cloud Services are now in scope
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
This is the biggest and most onerous (but very appropriate) change with cloud services now fully integrated into the 2022 update. Businesses are now responsible for assessing cloud services against the Cyber Essentials standards and applying the controls wherever possible. Previous iterations of Cyber Essentials assumed, to an extent, that security was handled by the provider and that they were secure by default. Applications firmly in scope now are, for example:
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
Electronic ID services and related onboarding services
</span>
</li>
<li>
<span style="display: initial;">
Online search providers
</span>
</li>
<li>
<span style="display: initial;">
Microsoft 365/Office 365
</span>
</li>
<li>
<span style="display: initial;">
Salesforce
</span>
</li>
<li>
<span style="display: initial;">
Hosted Practice Management and Case Management systems
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
Businesses are now responsible for user access control and the secure configuration of these services and for ensuring that security updates and controls are implemented by the provider.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Devices used for home working are more in scope (But routers are not)
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
If you have employees working from home for any amount of time they are now classified as a ‘home worker’.
</span>
</span>
<span style="display: initial; font-weight: bold;">
The devices that they use
</span>
<span style="display: initial;">
<span style="display: initial;">
to access organisational information, whether they are owned by the organisation or are personal devices, are in scope for Cyber Essentials. Thin clients also fall into scope now when they connect to business information or services.
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
Prior to this update, one of the key issues was trying to secure and configure home routers provided by ISP’s. This requirement has now been transferred directly to the device (PC, Laptop, Mobile Phone etc) where software firewalls should be applied along with other relevant protection.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
So, the ISP supplied router is now out of scope, but if the business supplies the router then it is still in scope.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Mandatory Multi-Factor Authentication (MFA)
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Multi-factor authentication (MFA) MUST now be used for all accounts
</span>
<span style="display: initial;">
<span style="display: initial;">
when connecting to cloud services to provide additional protection. Previously only administrator accounts were mandatory and it was recommended to use MFA for other accounts.
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Unsupported Software
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
All software installed on devices listed as being in scope must be:
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
Licensed and supported
</span>
</li>
<li>
<span style="display: initial;">
Removed from devices when it becomes un-supported or removed from scope by using a defined ‘sub-set’ that prevents all traffic to/from the internet.
</span>
</li>
<li>
<span style="display: initial;">
Have automatic updates enabled where possible
</span>
</li>
<li>
<span style="display: initial;">
Updated, including applying any manual configuration changes required to make the update effective, within 14 days of an update being released.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
Organisations now need to apply all high and critical updates for all systems without exception.
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Passwords
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
When using passwords,
</span>
</span>
<span style="display: initial; font-weight: bold;">
one of the following methods should be used
</span>
<span style="display: initial;">
<span style="display: initial;">
to protect against brute-force password guessing:
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
Using multi-factor authentication (MFA)
</span>
</li>
<li>
<span style="display: initial;">
Throttling the rate of unsuccessful or guessed attempts.
</span>
</li>
<li>
<span style="display: initial;">
Locking accounts after no more than 10 unsuccessful attempts.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
Technical controls must be used to
</span>
</span>
<span style="display: initial; font-weight: bold;">
manage the quality of passwords
</span>
<span style="display: initial;">
. This will include one of the following:
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
Using multi-factor authentication (MFA) in conjunction with a password of at least 8 characters, with no maximum length restrictions.
</span>
</li>
<li>
<span style="display: initial;">
A minimum password length of at least 12 characters, with no maximum length restrictions.
</span>
</li>
<li>
<span style="display: initial;">
A minimum password length of at least 8 characters, with no maximum length restrictions and use automatic blocking of common passwords using a deny list
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Smart Devices
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
All smart phones and tablets connecting to organisational data and services are now in scope when connecting to corporate networks or mobile Internet such as 4G and 5G.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
Biometrics or a minimum password/PIN length of 6 characters must be used to unlock a device.
</span>
</li>
<li>
<span style="display: initial;">
The scope of an organisation must also include end user devices.
</span>
</li>
<li>
<span style="display: initial;">
T
</span>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
here is a grace period of 12 months
</span>
</span>
<span style="display: initial;">
to allow organisations make the necessary changes for the following requirements:
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
The requirement for MFA will apply for admin accounts from Jan 2022 and the requirement for MFA for users will be marked for compliance from Jan 2023.
</span>
</li>
<li>
<span style="display: initial;">
The requirement for support and updates on Thin Clients will be marked for compliance from Jan 2023.
</span>
</li>
<li>
<span style="display: initial;">
Unsupported software remove from scope will be marked for compliance from Jan 2023
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
__________________________________
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
To explore what steps your practice should take now
</span>
</span>
<span style="display: initial;">
<span style="display: initial;">
to protect your practice from cyber threats and to ensure that you can comply with these new requirements, get in touch with
</span>
</span>
<a href="/Frank-Manning-Carton-Technology-Professional-services" style="display: initial;">
Frank Manning
</a>
<span style="display: initial;">
<span style="display: initial;">
at
</span>
</span>
<a href="/" style="display: initial;">
Carton & Co
</a>
<span style="display: initial;">
. A preliminary discussion in confidence, with no commitment will cost you nothing and could save you and your colleagues financial loss, damage to your reputation and the stress that comes with every breach.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
Email:
</span>
</span>
<a href="mailto:fmanning@cartonconsultants.com" style="display: initial;">
fmanning@cartonconsultants.com
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
Tel:
<tcxspan>
07778 572420
</tcxspan>
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<span style="display: initial;">
Or, you can
</span>
</span>
<a href="https://outlook.office365.com/owa/calendar/CartonCo@cartonconsultants.com/bookings/" target="_blank" style="display: initial;">
schedule a 30 minute appoint with Frank at a time that works for you here >>
</a>
</p>
<p style="line-height: 1.5;">
<span style="display: initial;">
<br/>
</span>
</p>
</div>CRM Case Study: Lupton Fawcett leap ahead on client relationships2021-06-28T13:35:32Z2021-06-28T13:35:32Z<div style="transition:opacity 1s ease-in-out 0s;line-height:initial;" data-rss-type="text">
<h3>
<a href="https://irp-cdn.multiscreensite.com/fbf0eee4/files/uploaded/Introhive_CaseStudy_Lupton_Fawcett_2020.pdf" target="_blank" style="text-decoration: underline; font-weight: 700; color: rgb(0, 79, 159); display: initial; font-family: Lato;">
DOWNLOAD THE CASE STUDY >>
</a>
</h3>
<h3 style="line-height: initial;">
<span style="display: initial;">
<br/>
</span>
</h3>
<h3 style="line-height: initial;">
<span style="font-style: italic; color: rgb(0, 0, 0); font-weight: normal; display: initial;">
“I absolutely recommend Introhive for any firm that has an established CRM where you're struggling with system adoption and the cultural shift required to maintain accurate data quality. Introhive is definitely that perfect overlay to make sure that you’re not just collecting the right information, but also ensuring that data stays clean over time. Providing a solution that’s pretty much plug and play.”
</span>
<span style="font-style: italic; color: rgb(0, 0, 0); display: initial;">
<span style="font-style: italic; color: rgb(0, 0, 0); display: initial;">
James Hood, Head of Information Technology, Lupton Fawcett.
</span>
</span>
</h3>
</div>
<div style="transition:none 0s ease 0s;display:block;direction:ltr;text-align:left;line-height:initial;" data-rss-type="text">
<p>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
Lupton Fawcett
</span>
</span>
<span style="font-weight: bold; display: initial; background-color: transparent;">
realised a 350% return on investment - CRM
</span>
</p>
<p>
<span style="font-weight: bold; background-color: transparent; display: initial;">
<br/>
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
Lupton Fawcett is a commercial law firm with offices in Leeds, Sheffield and York. Given its dedication to surpassing expectations, Lupton Fawcett has created a diverse team of 280+ passionate experts with a refreshing take on the full spectrum of commercial and personal legal services. In 2018, the firm sought a relationship intelligence platform to accelerate cross-firm collaboration and key account client
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
experience management. Since deploying Introhive, Lupton Fawcett has seen a 350% return on investment in the first nine months.
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-family: Lato; background-color: transparent; text-decoration: underline; font-weight: 700; display: initial;">
Business Challenge
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
<br/>
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
As a full service law firm, Lupton Fawcett is always seeking new and innovative ways to better support their client base. The firm had three core business objectives tied to growing serviceable revenue and enhancing client experience management:
</span>
</p>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-weight: bold; display: initial;">
Discover gaps in their client service model
</span>
<span style="display: initial;">
<span style="display: initial;">
: Lupton Fawcett needed to understand the gaps of services they provided to their current clients and determine how to strategically approach each key account based on firm-wide relationships.
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-weight: bold; display: initial;">
Map client relationships for succession planning
</span>
<span style="display: initial;">
<span style="display: initial;">
: Lupton Fawcett needed a better way to manage succession planning to support retiring members, including assigning the appropriate partner to take on clients and ensuring the retiring partners are properly onboarding their colleagues to their client base.
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-weight: bold; display: initial;">
Improve technology adoption and lasting change managemen
</span>
<span style="display: initial;">
<span style="display: initial;">
t: To help better realize the value of a firm-wide database, the CRM needed to have accurate, updated information, but lawyers did not have time to focus on data entry. Lupton Fawcett needed a way to automate the process of capturing contact, account and activity data to drive change management and break down cultural barriers to encourage cross-firm collaboration.
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-style: italic; background-color: transparent; display: initial;">
<span style="font-style: italic; background-color: transparent; display: initial;">
"Every business needs a contact management system in order to better understand your client base and your relationships with them. Unless you exist in a utopian environment where your people are all delighted to manually key information into a CRM system, you need a solution like Introhive that automates important data collection. It takes all the heavy lifting out of the process for professionals. From an investment perspective, it’s a no brainer.”
</span>
</span>
<span style="font-style: italic; background-color: transparent; display: initial; font-weight: bold;">
Neil Cormack, Head of Business Development & Marketing, Senior Associate at Lupton Fawcett.
</span>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-family: Lato; background-color: transparent; text-decoration: underline; font-weight: 700; display: initial;">
The Solution
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
<br/>
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
Introhive’s AI-powered data automation and relationship intelligence solution was deployed to support Lupton Fawcett’s Microsoft Dynamics CRM system. The integration of these two systems enabled the firm to quickly improve CRM adoption, accelerate cross-sell and upsell opportunities, and better manage their succession planning for key client accounts.
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
<br/>
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
The specific solutions deployed include:
</span>
</p>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-weight: bold; display: initial;">
Introhive’s Contact and Activity Sync
</span>
<span style="display: initial;">
<span style="display: initial;">
was deployed to efficiently map missing contact and activity data from email to MS Dynamics, eliminating manual data entry for lawyers and staff
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-weight: bold; display: initial;">
Firm-wide relationships were mapped and scored
</span>
<span style="display: initial;">
<span style="display: initial;">
in CRM to improve visibility into client coverage and collaboration on key accounts
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-weight: bold; display: initial;">
Client engagement scoring, activity tracking and relationship trend
</span>
<span style="display: initial;">
<span style="display: initial;">
line analysis was deployed on key accounts to better manage and exceed clients’ expectations
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-weight: bold; display: initial;">
Pre-Meeting digest reports
</span>
<span style="display: initial;">
<span style="display: initial;">
were dynamically prepared and automatically distributed to professionals prior to client conversations to enhance meeting preparation
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-style: italic; display: initial;">
<span style="font-style: italic; display: initial;">
“Working in a law firm, our people are naturally reluctant to log information in our CRM. Introhive has revolutionised our approach through the way in automatically harvests information into our CRM and presents it in a very useable and useful way. It is a great product, it is constantly being refined and improved.”
</span>
</span>
<span style="font-style: italic; display: initial; font-weight: bold;">
Neil Cormack
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-family: Lato; text-decoration: underline; font-weight: 700; display: initial;">
The Results
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
In the first year with Introhive, Lupton Fawcett has seen a remarkable increase in their CRM adoption and practitioner productivity, resulting in the following outcomes:
</span>
</p>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-style: italic; display: initial;">
ROI from data automation
</span>
<span style="display: initial;">
<span style="display: initial;">
alone -
</span>
</span>
<span style="display: initial; font-weight: bold;">
350%
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
I
</span>
<span style="display: initial; font-style: italic;">
ncrease in CRM contact data accuracy
</span>
<span style="display: initial;">
<span style="display: initial;">
-
</span>
</span>
<span style="display: initial; font-weight: bold;">
220%
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-style: italic; display: initial;">
Hours saved by automating pre-meeting research
</span>
<span style="display: initial;">
<span style="display: initial;">
-
</span>
</span>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
675+
</span>
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-style: italic; display: initial;">
Hours saved by lawyers by automating data entry
</span>
<span style="display: initial;">
<span style="display: initial;">
-
</span>
</span>
<span style="display: initial; font-weight: bold;">
440+
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="display: initial;">
T
</span>
<span style="display: initial; font-style: italic;">
otal contacts enriched with more accurate data
</span>
<span style="display: initial;">
<span style="display: initial;">
within CRM -
</span>
</span>
<span style="display: initial; font-weight: bold;">
22,000+
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<span style="font-style: italic; display: initial;">
Increase in activities synced to CRM
</span>
<span style="display: initial;">
<span style="display: initial;">
-
</span>
</span>
<span style="display: initial; font-weight: bold;">
213%
</span>
</li>
</ul>
<p style="line-height: 14px;">
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="background-color: transparent; display: initial;">
Since deploying Introhive, Lupton Fawcett has been able to efficiently increase the volume of accurate relationship data in Microsoft Dynamics. Additionally, they have been able to accelerate change management and better encourage cross-firm collaboration.
</span>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
With Introhive’s solution, Lupton Fawcett is progressing its goal of representing the full suite of legal needs for each its clients, while eliminating unproductive administrative time for its lawyers and staff. Overall adoption and utilisation of it’s Microsoft Dynamics deployment has never been higher.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-family: Lato; text-decoration: underline; font-weight: 700; display: initial;">
For more information
</span>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
about Introhive as a possible solution for your practice, contact
</span>
</span>
<a href="/allan-carton-business-development-for-lawyers-professional-services" style="font-weight: bold; display: initial;">
Allan Carton
</a>
<span style="font-weight: bold; display: initial;">
<span style="font-weight: bold; display: initial;">
at Carton & Co.
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
</div>James Hood, Head of Information Technology, Lupton Fawcett - "I absolutely recommend Introhive for any firm that has an established CRM where you're struggling with system adoption and the cultural shift required to maintain accurate data quality. Introhive is definitely that perfect overlay to make sure that you’re not just collecting the right information, but also ensuring that data stays clean over time. Providing a solution that’s pretty much plug and play.”CRM,client relationship management,law firms,solicitors,CRM for law firms; CRM for lawyers,CRM adoption,client listening,accurate data,legaltechTime to freshen up your Business Development plans?2021-06-24T13:08:12Z2021-06-24T13:08:12Z<div>
<a href="/On-tap-business-development-for-law-firms">
<img src="https://irp-cdn.multiscreensite.com/fbf0eee4/dms3rep/multi/Non+Executive+Director+Law+firms+and+legal+services.jpeg"/>
</a>
</div>
<div style="transition: none 0s ease 0s; display: block;" data-rss-type="text">
<p>
<span style="display: initial; font-weight: bold;">
<span style="display: initial; font-weight: bold;">
You may feel that you can’t afford to pay for high value, expert management advice to help, support and guide you in growing your business, but you can, with support from our “Practice Development Director” service.
</span>
</span>
</p>
<p>
<br/>
</p>
<p>
<span style="display: initial; font-weight: normal;">
This is an affordable 6-month subscription aimed at helping you take the right steps to get your practice growing again - tapping into all the support we can provide to make things happen.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
The standard package
</span>
<span style="display: initial;">
</span>
<span style="display: initial;">
gives you up
</span>
<span style="display: initial; font-weight: bold;">
</span>
<span style="display: initial;">
to
</span>
<span style="display: initial; font-weight: bold;">
</span>
<span style="display: initial; font-weight: bold;">
10 hours management and business support each month on a 6-month subscription
</span>
<span style="display: initial;">
. That would enable us to work with you as an advisor, non-exec, sounding board, catalyst, or however will best help you to shape, manage and develop your practice over the next challenging year or so.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<a href="/virtual-legal-practice-development-director" style="font-weight: 900; font-family: Lato; display: initial;">
Find out more here >>
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
</div>Difficult decisions and uncertainty are inevitable as we come out of lockdown and furloughing, but with new opportunities opening up alongside the existing challenges. Inpractice has seasoned, experienced management and practice development expertise and a deep knowledge of the legal market, including managing client relationships, process, new technologies and much more. All of this becomes available to you at a time when you may have limited resources available in-house and are pressured for time to think. Our Virtual Practice Development Director will help you now to evaluate, choose and implement the right steps to cut through many of the uncertainties you face coming out of lockdownlaw firm management,digital marketing,client relationship management,legal technology,lockdown,move to digital,covid-19,cyber essentials,business development,strategy,CRMPROTECT YOUR PRACTICE from human error, online scams, attacks and fraud with Cyber Essentials Certification.2021-06-14T11:36:04Z2021-06-14T11:36:04Z<div>
<a href="/cyber-essentials-certificate-for-law-firms-and-solicitors-Law-Society-Lexcel-Accreditation">
<img src="https://irp-cdn.multiscreensite.com/fbf0eee4/dms3rep/multi/Cyber-Essentials-logos-300x112.png"/>
</a>
</div>
<div style="transition: none 0s ease 0s; display: block;" data-rss-type="text">
<p>
<a href="/Frank-Manning-Carton-Technology-Professional-services" style="font-style: italic; display: initial;">
By Frank Manning, Legal Technology at Carton & Co.
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial; font-weight: bold;">
Cybersecurity is a critical issue facing all businesses and solicitors in particular, who are more vulnerable now with people working from home, where there is less supervision and control.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<a href="https://inpractice.cmail20.com/t/t-i-phukdc-l-r/" target="_blank" style="display: initial;">
Cyber Essentials is the Government-backed scheme
</a>
<span style="display: initial;">
that will help your practice to minimise the risks associated with unsecure or unprotected technology. It will help to prevent your people from making the inevitable human errors that result in cyber breaches that happen very easily and often, as most of us know from experience.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
Carton & Co work exclusively with professional practices.
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="/Frank-Manning-Carton-Technology-Professional-services" style="display: initial;">
Frank Manning is an experienced IT consultant
</a>
<span style="display: initial;">
delivering Cyber Essentials. Also providing a wider range of IT support for law firms, including GDPR compliance, I can quickly get to grips with your requirements.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
Cyber Essentials and Cyber Essentials Plus identify the fundamental security controls that your practice should have in place now. Certification demonstrates to your clients and prospects that you have introduced sound controls to protect them, but meeting the standard is a wise move even if you do not apply for formal certification.
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="font-weight: bold; display: initial;">
To find out more …
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
If you have any questions or would like to talk to someone about your particular circumstances, please contact me,
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="/Frank-Manning-Carton-Technology-Professional-services" style="display: initial;">
Frank Manning
</a>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
at Carton & Co.
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
Email:
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="mailto:fmanning@cartonconsultants.com" target="_blank" style="display: initial;">
fmanning@cartonconsultants.com
</a>
</p>
<p>
<span style="display: initial;">
Mobile:
</span>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<a href="tel:07778 572420" target="_blank" style="display: initial;">
07778 572420
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<a href="https://outlook.office365.com/owa/calendar/CartonCo@cartonconsultants.com/bookings/" target="_blank" style="font-weight: bold; display: initial;">
Alternatively, you can schedule a free 30-minute telephone or video call here >>
</a>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<p>
<span style="display: initial;">
More topics you might want to explore with Frank:
</span>
</p>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<a href="/Data-Privacy-Protection-GDPR-Law-Firms" style="display: initial;">
Data Privacy & GDPR Compliance
</a>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
- adopting technology to manage data effectively.
</span>
</li>
</ul>
<p>
<span style="display: initial;">
<br/>
</span>
</p>
<ul>
<li>
<a href="/Select-new-legal-technology-cms-pms-dms-crm" style="display: initial;">
Investment in new technology
</a>
<span style="display: initial;">
<span style="display: initial;">
</span>
</span>
<span style="display: initial;">
- selection and support in implementation.
</span>
</li>
</ul>
</div>FREE 30-minute online consultation with Frank Manning - GCHQ accredited to deliver Cyber Essentials.
Cybersecurity is a critical issue facing all businesses and solicitors in particular, who are more vulnerable now with people working from home, where there is less supervision and control. Cyber Essentials is the Government-backed scheme that will help your practice to minimise the risks associated with unsecure or unprotected technology. It will help to prevent your people from making the inevitable human errors that result in cyber breaches that happen very easily and often, as most of us know from experience.working from home,legal practice,cyber essentials,cyber essentials plus