Articles tagged with 'Business development'

on 6 September, 2010 No comments yet -

We’re looking at the key marketing challenges facing law firms and providing lots of practical advice and insights.  ‘How to build an accurate client database’ is the second a series of articles by Jon Hepburn at The Fedora Consultancy (CoreLegal’s marketing experts)

How to build an accurate client database

As an existing provider of legal services, you already have a considerable advantage over any new competition. That is, a bank of customers who already know you and are doing business with you. But, the value of this is limited if you don’t know who buys what from your firm, why they do so, when and how.

Article Categories: Business development,Law Firm marketing,Marketing planning
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on 6 September, 2010 No comments yet -

We’re looking at the key marketing challenges facing law firms and providing lots of practical advice and insights.  Client databases is the second a series of articles by Jon Hepburn at The Fedora Consultancy (CoreLegal’s marketing experts)

How to build an accurate client database

As an existing provider of legal services, you already have a considerable advantage over any new competition. That is, a bank of customers who already know you and are doing business with you. But, the value of this is limited if you don’t know who buys what from your firm, why they do so, when and how.

Article Categories: Business development,Law Firm marketing,Marketing planning
Article Tags: , ,

Getting to know you better…

on 31 August, 2010 Comments Off on Getting to know you better… -

 

Now we take a closer look at Jason Cobine and Cobine Carmelson, CoreLegal’s legal insurance experts. In addition to blogs and hot topics, the CoreLegal website will be providing an in-depth look at each one of its service providers.  There will be information about the people, a few questions, a few top tips and new products and surprisingly inventive promotions.

 

About Cobine Carmelson

Not just Insurance – Reassurance

Cobine Carmelson provide an Independent safe pair of hands using a unique approach to help solicitors and their clients with insurance that does what they want it to. By determining exactly what is required they ensure you avoid insurance disputes that affect income, assets or reputation. Services include finding the right protection and managing all claims through to conclusion. All client concerns are addressed personally. Here are some of the insurances they are asked to find:

  • Solicitors Indemnity
  • Litigation Expenses
  • Legal Defence costs
  • Compensation Awards
  • Intellectual property protection
  • Asset protection
  • Property Damage
  • Loss of rent
  • Loss of income

 

Typically, the people we have helped had already investigated insurance yet were not 100% certain it was a good fit. Others were concerned that their current supplier may not be working hard enough. Whilst we’d love to help everybody, naturally, what we do is not for everyone. We start the ball rolling with a free initial telephone consultation to ascertain if anything we do will provide any benefit.

 

About Jason

‘Insurance companies provide insurance – my role is not provide reassurance that it’s the right thing and prove it by seeing claims through to a fair settlement.’

 

I’m Jason Cobine, founder of Cobine Carmelson, an independent Insurance Broker helping law firms who want to make sure they have the right cover or add high quality insurance services to the service they already offer to their clients. In the past I worked with local, national and international brokers and helped many solicitors secure cover that does what they want.

 

I am a member of the Institute of Insurance Brokers with over 21 years experience as an insurance broker. I was probably London's last teaboy. I’m also a keen networker which means I have a huge resource of experts to help my clients with issues that crop up when we are making sure they can meet the terms and conditions applied by any insurance company we recommend.

 

Taking questions…

  

What’s the biggest challenge you’ve seen a solicitor face?  Indemnity Insurance has become hard to find meaning the dreaded ARP is a real concern. Litigation Expenses insurance has been termed as a “minefield” of terms and conditions by those that requested our help.

What made you join Core Legal? I am delighted to be working with others who can provide “best of breed” services to friends and clients. Word of mouth introductions are important to my business and my clients. 

What’s it like to work with solicitors? They are very careful and understand that the devil is in the detail. Insurance is a contract and solicitors understand the need to get it right. It’s a trust relationship rather than transactional. 

How have you overcome any obstacles that you faced? 

Always having the end result in mind – with insurance that means getting claims paid. That is achieved by matching the concerns of the client with the policies that are available.

  

Jason’s Top Tips

 

  • Keep asking your supplier why?: There are reasons why insurance companies refuse applications for insurance or decline or reduce claims. 
  • Don’t just consider price! When insurance is offered to you make a call to the claims department. If they don’t offer the service you expect to receive when you most need them your investment is wasted.
  • Review your risks: Steady reduction of risks to your operation will ensure the terms and conditions applied by insurance companies improve over time.

  

What’s New from Cobine Carmelson?

 

Cobine Carmelson have built relationships with experts in insurance risk reduction for law firms. It helps secure the best terms. A free consultation is available for those we think we can help. Call 0207 371 2812 for details.

We also like to be inventive. The first 10 law firms that request assistance will also receive a free business networking consultation for themselves or a client of their choice. This is followed by a bespoke 1 hour workshop designed to help generate profitable introductions from networking effectively:

Choose from one of the following:

  • I want to develop IMMEDIATE INTEREST in my firm when networking
  • I want to be introduced to my TARGET CLIENTS
  • I want my firm to be seen as GREAT networkers
  • I want my STAFF to generate introductions
  • I want a network of INTRODUCERS
  • I don’t want to miss OPPORTUNITIES when networking
  • I don’t want to be seen as selling and damage my BRAND
  • I don’t want to waste TIME and MONEY at networking events

 

‘I was impressed by Jason's expert and broad knowledge of the insurance industry. These, together with his incredible networking skills, make him a very impressive operator indeed.” Piers Strickland, Partner, STRICKLAND LLP

Book a 15 minute telephone appointment to find out if anything we do will benefit you, on a no commitment basis. If you decide to proceed, we will work out the next step together.

Contact

To find out more about how we can help your law firm call 0207 371 2812 or Jason on 07817 252226 for an exploratory chat.

Web: www.cobinecarmelson.com

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e-mail: jason@cobinecarmelson.com

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Is your brand stereotyped?

on 29 June, 2010 Comments Off on Is your brand stereotyped? -

Frequently solicitors gain reputations in one field when they would also welcome work in several others to keep their offices busy. Few solicitors have not been exasperated to find a client has used another firm, for work they could have done, through the client’s mistaken perception of their abilities.

Maybe you are a solicitor who rejoices in your specialism – you have carved out a niche practice and people beat a path to your door. This article is not for you. This is for solicitors for whom the words “I didn’t know you did that.” are the sound of fees going to another firm.

Article Categories: Business development,Law Firm marketing,Marketing planning
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What is actually meant by a business development campaign?

on 9 June, 2010 No comments yet -

The first in a series of articles to help you build a strong, strategic foundation for one of the greatest challenges facing law firms.

THE RIGHT STARTING POINT, THE RIGHT ATTITUDE

Successful business development is about managing a process and getting the best out of those involved. To maximise a campaign’s chances of success, however, consider a few fundamental questions first.

•      Are you looking at attracting new clients or getting more from existing ones?

•      Who will be taking responsibility for this in your firm?

Obvious questions maybe, but often overlooked. And one reason they are often not addressed is because of a prevailing attitude within many law firms towards business development – you may recognise some of them.

SPECIFIC ISSUES FOR LAW FIRMS

There are some particular issues for law firms

•      Some may feel that fee earning is more vital and that ‘Lawyers shouldn’t have to do this’. But, fee earning must be supported by business development to maintain its growth.

•      Within the firm, there may be a lack of awareness of the sales process or difficulty in differentiating the firm’s services from others.

•      Some may consider people to be ‘my clients’ rather than ‘the firm’s clients’. Inadequate training in business development techniques is also quite common. And, indeed, some may simply feel that their resources are too limited to put business development on the agenda.

•      Understanding the process of building a relationship from prospects through potential clients to advocates for your firm is key to success. Your marketing programs should reflect this and the messages you communicate should be suitably differentiated as the relationship progresses.

‘THE RIGHT TOOLS FOR THE JOB’

A client relationship goes through a number of stages requiring different messages as the relationship progresses and here are examples of the specific marketing messages on this relationship ladder.

GROUP ACTIVITY CATEGORY SPECIFIC MARKETING ACTIVITIES
Prospects Raising profile Networking, advertising, PR, sponsorship
Contacts Specific Marketing Direct mail, newsletters
Potential Clients Demonstrate expertise Seminars, submit tenders, hospitality
Clients Sell your services Targeted proposals, focused hospitality
Advocates Active dialogue Bespoke activities, joint seminars, events

Article Categories: Business development,Law Firm marketing,Marketing planning
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