If clients are looking for their problems online, your practice and your work must have an online presence.
What do you need to do to be present online? A list of the minimum five aspects is provided below:
Make sure you DO NOT advertise and that you include appropriate disclaimers on your website to operate in alignment with BCI rules.
Most people struggle with use of technology and identification of a suitable content strategy to reach out frequently enough to an audience.
You cannot research for days before you put up a LinkedIn post. It has to be simple, quick and natural.
You cannot afford to conduct research for weeks before shipping out a video, it has to be faster.
You cannot wait for your website to be developed in 6 months by a developer, and then wait another month or two every time that you want updates.
How can you accomplish this in a manageable way?
You will figure it out in the workshop.
A track record of your work is very important to build your credibility with your target audience. The best way to build a track record is to create different forms of content on the practical issues that are faced by clients with respect to your area of practice. This sounds too obvious, but most lawyers struggle to write and create content in a relatable manner.
The two most common mistakes lawyers make here are:
Key challenges that lawyers face in making this shift are:
Other lawyers have a fear of sharing knowledge or wonder what will happen if a reader takes their article on face value, believing it to be legal advice.
What can a client try out? How can they experience your services and understand more about the quality of your work? Would your services meet the needs of the stakeholders in the company, or will it simply be full of technical legalese?
To be able to move past this barrier, you need to identify a few gateway services. What is a ‘gateway service’?
A gateway service is a low-cost entry point for a client. For example:
These gateway services need to be pre-identified based on your area of interest. You need to prepare and practice delivering the same gateway service repeatedly and get better at it over time.
Also, as you learn the gateway service, do not forget to acquire the skills required to deliver the work once the client engages you!
Most lawyers fail to transition clients from the first conversation to defining the scope of work, having the client’s agreement on the fee quote, securing the mandate and obtaining the advance. We are listing down the abilities you need to develop and the tools that you can use for this purpose (will be explained in the workshop).
Apart from mindset blocks, do you know the biggest reason that stops lawyers from making progress on the pillars above?
It is the absence of industry knowledge, technical skills and lack of mentorship on each of the steps mentioned above - to create a digital presence, a track record, to onboard clients, and then to deliver services.
Knowledge, skills and mentorship can help you with the following steps:
If you work for 8 hours a day, six days a week, you have an average of 192 working hours available in a month.
If you generate enough value for a client to charge INR 1500 per hour of your work, you can technically work for 40 hours, and earn an additional INR 60,000.
INR 1500 per hour is not a lot at all. Most clients are very happy to pay that, provided a lawyer can clearly break down the work and provide an estimate of time.
Lawyers struggle to do that owing to lack of knowledge, the wrong mindset, planning and even lack of delivery skills.
Now, here’s what your week would look like, when you do this.
Let’s assume that you spend 8 hours per week, or 32 hours per month, building legal skills and performing industry research, so that you can provide top-notch services to clients. This amount can increase or decrease, but we recommend that you invest sufficient time in your learning.
You need to spend another 25 hours (approximately one hour per day on working days) producing content that builds up your track record, whether it is articles, newsletters, videos or other kinds of content.
You need to spend about 50 hours per month (almost 2 hours every working day) on client calls, preparation of roadmaps, taking Zoom sessions and providing gateway services - essentially, onboarding potential clients.
Make sure you talk to enough people. Remember that not every potential client will convert.
Most lawyers expect a 50-100% conversion rate, approach 4 to 5 leads and quickly stop taking the efforts when nothing materializes.
You cannot expect a conversion ratio of more than 10-20%. So, you must have these advanced conversations (I am not talking about cold calls) with at least 10-20 potential clients every month, so for reasonable chances of you obtaining a mandate from 1 or 2 new clients!
That leaves you with about 40 hours of the month. You will need about 10-20 hours for administrative work, until you delegate it.
I am keeping a buffer of about 20-30 hours for spillovers, especially during delivery. For example, if you have estimated 4 hours for working on a petition but it takes you 6 hours, you can use this buffer.
Some of you may use this time for existing delivery-related work for your current clients. Others may charge higher rates per hour.
Now, if you work for 40 hours in a month (6.5 hours per day at a 6 day week), you can earn anywhere between INR 40,000 to INR 60,000.
If you have been searching for independent clients during lockdown, you can use this method to start off with an initial income of INR 40,000-60,000 per month. As you become familiar with the process, you will be able to increase your income to INR 1 - 2 lakhs per month.
Further growth is possible by additional hiring, and by converting your practice into a firm, or having a network which enables you to focus on only the highest margin work, without compromise in client delivery.
We are not covering this aspect in the current workshop. You will need this once you accomplish an additional INR 1,00,000 - INR 2,00,000 of income.
As an independent lawyer/ small law firm owner, you have a very rare opportunity to build a practice as per your own ambitions and preferences.
Thus, if you do things right, you should be able to have ALL four of the following:
Identify the following:
These reference materials will be available on our learning management system.
It will take a while if you want to learn and implement the solutions to all these problems. I assure you that we cannot teach all these in a 5-hour workshop, rather it takes about a year of hard work from your side and ours, in most cases.
We have been training young lawyers on how to build expertise in different practice areas, secure independent clients and build a flourishing law practice for many years now.
Want to know how we can help?
To introduce you to the methodology and get you started on this journey, we are introducing a 5 hour workshop, for the first time, where we will share some powerful approaches and tools you can use to get started on your journey, for the first time.
You will receive a call to provide you feedback within 15 days of submission of your assignment, only for designated assignments. Feedback for all assignments that we may share with you will not be available given that this is only an introductory workshop.
Above prices are inclusive of all applicable taxes and charges. Option to convert your payment into two instalments is available on checkout page.
It is not a full blown LawSikho course.
It is only a workshop, intended to introduce you to the mindset, make you aware of the challenges and give you some tools to get you started on the path.
Some advanced learners or practitioners may get enough ideas to directly implement the strategies and secure additional mandates, others are likely to need additional help on the areas identified.
Please do not think that participation in this workshop will alone be sufficient to enable you to earn an extra INR 40,000 - INR 60,000 next month, because that is not what we promise.
This is a workshop to provide you a pathway and an action plan, along with tools that will give you an immediate boost in your journey.
If nothing else, you will be able to quantify and understand the gap between where you are and where you need to go, and you will know what you will have to do in order to get there.
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