Law firms across the country share with us the exhausting amounts of time and money engaged in a lot (A LOT) of marketing efforts for their small firms. But, typically the activities are prepared in a haphazard manner and rarely would they know what works and what doesn’t. That’s the importance of tracking your efforts and knowing if they produce the results your firm needs to operate efficiently and profitably.
Tracking the results of your marketing activities, is the first step, if your marketing works and your phone is ringing or your website is getting hits, but your follow up lets them fall through the cracks, it’s an absolute waste of money, time and effort. Every business owner’s greatest need is to ensure not only their marketing strategies work, but there is an internal tracking system to ensure those that contact your firm result in actual REVENUE.
The 5 Key focusers follow the MPS process every step of the way which enables you to revise your plan if your efforts are not producing results while ensuring you get the greatest bang for your limited marketing bucks, and show you very quickly what’s not working before your bank account is empty. In addition, the focusers allow your team to eliminate the “reinventing of the wheel” week in and week out. Without the habit of weekly tracking it is virtually impossible to manage the operations within the practice, maintain efficiency and ensure consistent cash flow to cover overhead. Sounds great, but what’s the purpose and goal of each of these 5 key Focusers?!
The Initial Contact Focuser: Tracks the results of your marketing efforts while guaranteeing that the potential client is properly followed up with in a timely manner and that they attend a workshop or schedule an initial meeting. No more backtracking each week.
The Workshop Focuser: Tracks the progress of individuals that registered for a workshop, if an appointment was requested and actual accountability that it was scheduled and completed. We hate to break it to you; you do not get paid for delivering a workshop if the follow up doesn’t happen.
The Pipeline Focuser: Tracks every client scheduled to come in your office to potentially hire you, and the percentage of clients that retained the firm. It’s a little too late to investigate what is impacting your closing rate when there are no money appointments on your calendar or realize your pipeline has dried out because cash flow stops.
The Follow Up Focuser: To track and make certain all client’s and prospects are properly being followed up on to move the company ($$$) forward, each week. Know who is doing what and by when to generate revenue for the firm.
The Cash Flow Focuser: This is the most important focuser that provides the primary focus of your weekly meetings and reporting. In simple terms, identifies all money the firm can expect to collect upon. Cash is King and this simple focuser will keep everyone in the firm (especially the attorney) focused on scheduling appointments, completing work and going the extra mile based on Cash Flow Focuser. You can’t make a difference in anyone life when there’s no cash coming in.
The prime benefit of all forms of tracking is that the results are easily measurable – provided you actually use the tracking system. You can even take it one step further and automate all the tracking with the customized MPS Time Matters Overlay, MPSData™.
At the end of the day, all the focusers allow you to set specific measureable marketing results and track your firms progress (weekly) towards your firms goals. And you will very, very quickly see what’s working and what’s not working before your bank account is empty.
Want to learn more -- join us on the next webinar. CLICK HERE FOR MORE INFORMATION!
Showing posts with label attorney to entreprenuer. Show all posts
Showing posts with label attorney to entreprenuer. Show all posts
Monday, February 15, 2010
Tuesday, January 5, 2010
Transition from Attorney to Entrepreneur
Take Control in 2010- The Cheese Has Moved
The cataclysmic change in the American economy over the last year has changed everything! The way we must operate as attorneys, the thought process clients use to purchase our services and the value we are able to show them, is all different. In 2010, you must be prepared to lead, follow or get out of the way.
In my experience over this past year, it has become clear that this new economy is all about being responsive. People are not waiting for you to return calls. You must be prepared when the calls come in, no whining or you will be left behind.
To be a leader, you must proceed with confidence in the face of uncertainty! Today’s economy demands a high attention to customer satisfaction and service, not from your perspective, but from theirs! So how do you maintain confidence and lead in 2010? Let MPS™ be your guide. The best way to maintain your confidence is to associate with other who have it. The MPS™ members have created an organization of the highest integrity with tremendous abundance to support their fellow members. I encourage you to continue to utilize the list serve and MPS™ tools and support your friends in the MPS™ community. Second and most importantly, follow the process. Don’t reinvent it, don’t twitch it. As Dan Sullivan said, be stupid! Just do it. I have tested and tried these processes in my active practice every day and they are working. Throughout 2010 we will be bringing you new ideas that we are currently trying and having success with. Stay connected and follow the process.
In all change, there is a winner and a loser. You determine what side you’re on. Stay focused, stay committed, stay confident and stay on process and your success will result. If you always do what you’ve always done, you will continue to get what you have always gotten. In 2010 make a choice to hear. Remember the E-Myth by Michael Gerber, “For a successful small business, you must be an entrepreneur, manager and technician.” To ensure you’re doing this properly in 2010, I encourage you to calendar days of the week that you will be acting in each of those roles and stick to it. Ensure you have at least 2 ½ days a week where you are acting as entrepreneur (seeking out new business); 2 days a week to do work; and one day a week to manage yourself by planning and managing your company. Take Control of 2010! Lead, Follow or Get Out Of the Way!
The cataclysmic change in the American economy over the last year has changed everything! The way we must operate as attorneys, the thought process clients use to purchase our services and the value we are able to show them, is all different. In 2010, you must be prepared to lead, follow or get out of the way.
In my experience over this past year, it has become clear that this new economy is all about being responsive. People are not waiting for you to return calls. You must be prepared when the calls come in, no whining or you will be left behind.
To be a leader, you must proceed with confidence in the face of uncertainty! Today’s economy demands a high attention to customer satisfaction and service, not from your perspective, but from theirs! So how do you maintain confidence and lead in 2010? Let MPS™ be your guide. The best way to maintain your confidence is to associate with other who have it. The MPS™ members have created an organization of the highest integrity with tremendous abundance to support their fellow members. I encourage you to continue to utilize the list serve and MPS™ tools and support your friends in the MPS™ community. Second and most importantly, follow the process. Don’t reinvent it, don’t twitch it. As Dan Sullivan said, be stupid! Just do it. I have tested and tried these processes in my active practice every day and they are working. Throughout 2010 we will be bringing you new ideas that we are currently trying and having success with. Stay connected and follow the process.
In all change, there is a winner and a loser. You determine what side you’re on. Stay focused, stay committed, stay confident and stay on process and your success will result. If you always do what you’ve always done, you will continue to get what you have always gotten. In 2010 make a choice to hear. Remember the E-Myth by Michael Gerber, “For a successful small business, you must be an entrepreneur, manager and technician.” To ensure you’re doing this properly in 2010, I encourage you to calendar days of the week that you will be acting in each of those roles and stick to it. Ensure you have at least 2 ½ days a week where you are acting as entrepreneur (seeking out new business); 2 days a week to do work; and one day a week to manage yourself by planning and managing your company. Take Control of 2010! Lead, Follow or Get Out Of the Way!
Subscribe to:
Posts (Atom)
