Regulation companies typically spend substantial sums of cash on enterprise growth within the perception that it will repay with new work for the agency. Many legislation companies pay for his or her attorneys to attend conferences and networking occasions in order that they will probably meet individuals and companies that may hunt down the legislation agency for authorized providers. Different legislation companies spend vital sums on advertising and marketing in order that they will promote the store to completely different audiences. In my expertise, legislation companies typically don’t spend sufficient assets on entertaining present and potential shoppers, and this generally is a enjoyable option to work on enterprise growth.
Once I labored at different legislation companies, companions at these outlets often entertained shoppers and potential shoppers. Companions took shoppers to meals, and I’m fairly positive that shoppers and potential shoppers attended golf outings and poker nights hosted by companions on the agency. Nevertheless, entertaining shoppers was typically an afterthought and was not an integral a part of the enterprise growth efforts of these outlets.
Once I opened my very own observe, I attempted to be extra inventive about entertaining shoppers with the hope of originating extra enterprise. As an illustration, I might typically take a consumer out for lunch or dinner if we had a victory that was value celebrating. Maybe the very best concept my agency applied to develop new enterprise was to purchase dozens of tickets to varied sports activities video games in our space.
I used to be initially skeptical of buying such tickets, since this was an enormous expense, and my agency was not that enormous. However the legal professional who had this concept mentioned that the tickets would pay for themselves in the event that they generated only one new consumer. It will possibly additionally take an enormous funding of time and vitality to take a consumer out to a sports activities recreation since it’s good to be “on” the complete time, and it was typically not simple to commute to and from the stadiums.
Nevertheless, buying the tickets was an incredible concept for our agency. Firstly, it was a ton of enjoyable to attend these video games with shoppers. Attorneys and the individuals they serve typically work together every day or not less than weekly, and it’s enjoyable to work together exterior of the acquainted setting of the attorney-client relationship. As well as, typically we had been in a position to invite completely different referral sources and shoppers to the identical video games, and it was helpful for these people to satisfy one another since they may probably help one another of their respective industries.
What blew me away is how inviting prospects we didn’t anticipate can be useful to our agency really paid off in consumer referrals. Since we usually purchased 4 tickets per recreation, we frequently had open seats except we determined to promote the tickets. In lots of cases, our shoppers or referral sources had concepts about who ought to be invited to the sports activities outing to fill the empty seats. Typically, shoppers and referral sources appreciated having the ability to invite those who had been essential to their very own companies to our outings.
Although these people had been strangers earlier than we met them at video games, they as a result of quick pals since we had this mutual expertise. In a number of cases, these people referred work to our agency, probably owing to the truth that they had been in a position to find out about our practices and the providers we provided over the course of the sport. It’s exhausting to foretell how socializing with shoppers and referral sources can result in enterprise growth alternatives, however you will need to put your self in a scenario to get such enterprise.
All instructed, organizing sports activities outings or different social occasions for shoppers, potential shoppers, and referral sources might be costly and tiring. Nevertheless, this generally is a stable option to originate enterprise and have a very good time alongside the best way.
Jordan Rothman is a accomplice of The Rothman Law Firm, a full-service New York and New Jersey legislation agency. He’s additionally the founding father of Student Debt Diaries, a web site discussing how he paid off his scholar loans. You’ll be able to attain Jordan via electronic mail at jordan@rothman.law.
