Build relationships with referrers now to avoid potential downturn

Build relationships with referrers now to avoid potential downturn

As if the extraordinary events of early summer weren’t daunting enough – leaving the security of the European Union, the pound going into free fall, and a new prime minister in place before anyone could catch their breath – the reality of where to find new clients in a potential downturn looms large.

How to find “forgotten gold” in a firm 

Building relationships, as Bill Cates (author of How to Use the Perpetual Revenue System to Turn Referrals into High-Value Clients), would say, is about using the “forgotten gold”. That might be the case, but if a firm doesn’t have a referral system that consistently brings in new business it can seem impossible to establish.

Here’s the good news: the beauty of a modern referral system lies in using both innovative technology and human connection that work together. Redbrick Solutions not only manages each case but also keeps clients informed both during and even after their case has closed.

Using pre-programmed messages sent at key milestones, as well as ad-hoc messages which can be sent via the system when needed, the result is an increase in client satisfaction which ultimately improves the chances of being referred. Referrals create an army of fans who are ready and willing to recommend their good fortune for having picked a standout modern law firm.

Now consider the following – good news travels fast when it comes from a trusted source such as friends, family, and even the general public? The explosion of review sites, online forums and the speed of comment in a digital world is a testament to why referrals – both personal and impersonal – are a growing factor in client acquisition.

Key elements of a referral system

It all starts with becoming aware of opportunities that everyone in the partnership can be a part of. Often, when a client gives positive feedback whether in person, via email or text, and it’s not ceased upon in the moment it fast becomes the “forgotten gold”. At the very least a client may be happy for a firm to use the feedback in its marketing, and at best and most importantly they will be introduced to a potential new client directly by the referrer.

For a firm to become referable, they often need to audit their “referability” which means providing an outstanding client experience throughout the relationship.

A firm that tries to recruit clients solely from cold marketing leads is in for the long haul. Instead, those that continually encourage partners and employees to manage their client feedback with technology will be ahead of their competitors.

Adam Cheal, Owner, Fletcher Longstaff said: “Choosing Redbrick Solutions has helped massively with the integration of Word and Outlook, emails are tagged and dragged directly into the client file, saving me valuable time and ensuring a seamless experience.”

When people are put first, using an innovative technology solution in partnership with human communication, it opens up a whole new world of connections.

This article was submitted to be published by Redbrick Solutions as part of their advertising agreement with Today’s Conveyancer. The views expressed in this article are those of the submitter and not those of Today’s Conveyancer.

Redbrick Solutions

Redbrick Solutions: Easy to use case management, delivered by experts, for successful law firms

Our revolutionary legal case management solution Redbrick Practice Management integrates case management, document management, reporting, workflow, task and diary functions, compliance and outlook integration all via a user friendly interface with best practice built in. We assist users at every step of the way from the initial estimate through to invoicing the client and collecting monies, producing letters, legal forms, bills and statements in seconds and managing risk via a transparent to-do list visible to case owners with all the third party links you’ll need.

Our secure two-way client portal enables you to share documents and sensitive information safely and effortlessly with your client, whilst our built in reporting module will deliver business critical information automatically to key decision makers and can be customised to suit your requirements.  Our clients range from Top 200 firms to regional multi partner firms, but wherever our products are used, the results are reassuringly the same: we help you handle your matters in as efficient and cost effective a manner as possible.

Redbrick Solutions are delighted to have been awarded ‘Leading Expert In Tech 2017’ by Softec Int, and to still be the only legal case management provider to have achieved the Legal Eye Standard. We work closely with our clients, through user focus groups, to ensure we build solutions that make a real difference to you, the lawyer.

Redbrick Business Intelligence, our back office solution, covers the full spectrum of financial management requirements including; Client and Business Accounting, Billing and Productivity Management and Financial and Analytical Reporting.  The two solutions can be used together to provide one powerful, seamlessly integrated solution delivering everything required by the modern law firm.

Our best in class solutions and service led ethos have resulted in us being the only software supplier to have been selected by the Society of Licensed Conveyancers (SLC) as preferred supplier to its members.  We are also members of the Legal Software Suppliers Association (LSSA).

For further details on any of our products or services please see or contact Jo Hodges on 0845 166 2629 or [email protected]


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