Page 3 - Law Society of Hong Kong MPMC Manual v8 - With checklists (1 March 2018)

Practice Management Course | Contents

Effective influencing ........................................................................................... 25
General coaching tips .......................................................................................... 25
General coaching procedure ................................................................................. 26

Reflection questions ........................................................................................... 27

UNIT 4: CLIENT DEVELOPMENT ........................................................................ 28

Why existing clients are good prospects to grow revenue .................................. 28

Encouraging repeat business .............................................................................. 30
How clients become pre-disposed to using the law practice again ............................. 31
Employing behaviours likely to encourage ‘repeat business’ ..................................... 32

Building professional relationships ..................................................................... 33
5-star relationship building .................................................................................. 33

Client maintenance tactics .................................................................................. 34
Client knowledge ................................................................................................ 34
Content production ............................................................................................. 35
Thought leadership ............................................................................................. 35
Personal contact ................................................................................................. 35
Give-aways or sharing ......................................................................................... 35
Collaboration ..................................................................................................... 35
Make less work for them...................................................................................... 35

Measuring success .............................................................................................. 36

Summary: Creating a simple marketing plan ...................................................... 36

Solicitors’ Practice Promotion Code .................................................................... 36
Reflection questions ........................................................................................... 36

Appendix: Simple marketing plan template ........................................................ 38

UNIT 5: BUSINESS PLANNING .......................................................................... 39

Business Plan ..................................................................................................... 39
Where are we now? ............................................................................................ 39
Where do we want to be? .................................................................................... 42
What business do we want to be in? ..................................................................... 42
Preparing a Mission Statement ............................................................................. 42
Value systems .................................................................................................... 43
Values Statement ............................................................................................... 44
Vision Statement ................................................................................................ 44

How do we get there and how do we measure our success? .............................. 45

Guidelines for preparing a Business Plan ............................................................ 47
Business overview - what business are we in? ........................................................ 47
Key performance targets - detailed projections ....................................................... 47
Client retention and levels of satisfaction ............................................................... 48
Business development ......................................................................................... 49
Continuing professional development .................................................................... 50

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