Industry Updates, Thought Leadership

Now is not the time to rest on your laurels

Reading time: 2 mins

Qamar Anwar, managing director, November 08, 2018

As an industry under what can feel like never ending scrutiny and, with a backdrop of political uncertainty it can be difficult for those of us operating in the PI sector to feel focused and certain on our goals.

How can we be when who knows what the next month will bring - whether it be changes to how we are regulated, or fundamental changes to how the sector operates such as the Civil Liability Bill?

Staying one step ahead

However, difficult as it may be, it can often be these times of uncertainty which provide the ideal time for us to look inwards and examine our own business practices. Are we staying on top of our game?  Are we delivering the best client experience? Are we adapting to changing client needs?

With this in mind, over the summer we ran some research to look at just how law firms are handling client contacts. The result was our latest whitepaper, Converting Clients – Calls, Clicks and Cash, which discusses in detail the performance of law firms in dealing with client contacts, and goes on to highlight the do’s and don’ts of how to sell yourself to clients, along with an action plan to improve how you do it.

Outline the benefits

One of the more striking findings was that law firms often fail to outline the key benefits of actually using them. It’s as if they assume the client somehow knows how great they are and does not need to be persuaded that this is the firm for them.

The reality, of course, is that in as competitive a market as personal injury, that is exactly what you need to do.

What are your key differentiators or selling points? You could talk about the level of service the client can expect to receive, as well as any added value your firm can offer, such as particular experience of dealing with this type of claim.

Do your research

Think about what you would want as a consumer. Indeed, we recommend that you carry out your own mystery shopping – it could be an eye-opener, but it will give you the feedback you need to be able to make improvements in the areas that need it most.

People want to be wanted and to know that you will value them. That comes from showing empathy with their situation, as well as determination to fight on their behalf.

It may be that you need to carry out an internal audit into how you deal with incoming contacts and how you convert them.  We recommend creating accurate records so that you assess who does it well and who less so.

Make sure that you put your client at the centre of the review – could your processes be improved to make it easier for them?

Training may well then be necessary as part of any improvement plan.

You’ll need to keep the plan under review to see where you’re making progress, and be sure to celebrate your successes with your team. Don’t rest on your laurels!




It seems you are using an outdated browser.

This will impair your browsing experience around the web. Please visit one of the links below to update to a modern browser then re-open the site with the new browser.

Thank you

Our brand new industry white paper is coming soon

Be one of the first to receive a copy of the report, register your interest here.

By submitting an enquiry to First4Lawyers you agree to the terms and conditions of service outlined in our privacy policy


Can't find what you are looking for?

We are open as normal during the Coronavirus lockdown and are able to help with all your legal needs.

Call us free of charge

0800 567 7866

Request a Callback

Continue browsing