Achieve More Billing From Every £ Of Marketing Spend
Manchester mystery shopping exercise reveals all… We know it’s not the thing usually done. A partner or fee-earner following up a prospective client enquiry, prior to the client formally issuing an instruction to act.
A 2018 survey carried out by Insight6 showed that after mystery shopping 70+ Manchester law firms, none had made pro-active contact with the prospective client after they had spoken with a fee-earner or partner! They hadn’t even contacted them to ask if they had received all the information required to help them make an informed choice. Not one.
I understand that there are many traditional schools of thought on this. A partner or fee-earner has their expertise in the law and wishes to exclusively deliver exactly that. Certainly not arrange for the enquiries for which they have offered initial advice to be contacted. Even by someone else in the firm. When the prospective client is ready to proceed with their enquiry and offer the instruction to act then they will contact us straight away…won’t they?