Page 3 - Law Society of Hong Kong MPMC Manual v6 - With checklists (May 2017)

Practice Management Course | Contents

Effective influencing ........................................................................................... 24
General coaching tips .......................................................................................... 24
General coaching procedure ................................................................................. 25

Reflection questions ........................................................................................... 26

UNIT 4: CLIENT DEVELOPMENT ........................................................................ 27

Why existing clients are good prospects to grow revenue .................................. 27

Encouraging repeat business .............................................................................. 29
How clients become pre-disposed to using the law practice again ............................. 30
Employing behaviours likely to encourage ‘repeat business’ ..................................... 31

Building professional relationships ..................................................................... 32
5-star relationship building .................................................................................. 32

Client maintenance tactics .................................................................................. 33
Client knowledge ................................................................................................ 33
Content production ............................................................................................. 34
Thought leadership ............................................................................................. 34
Personal contact ................................................................................................. 34
Give-aways or sharing ......................................................................................... 34
Collaboration ..................................................................................................... 34
Make less work for them...................................................................................... 34

Measuring success .............................................................................................. 35

Summary: Creating a simple marketing plan ...................................................... 35

Solicitors’ Practice Promotion Code .................................................................... 35
Reflection questions ........................................................................................... 35

Appendix: Simple marketing plan template ........................................................ 37

UNIT 5: BUSINESS PLANNING .......................................................................... 38

Business Plan ..................................................................................................... 38
Where are we now? ............................................................................................ 38
Where do we want to be? .................................................................................... 41
What business do we want to be in? ..................................................................... 41
Preparing a Mission Statement ............................................................................. 41
Value systems .................................................................................................... 42
Values Statement ............................................................................................... 43
Vision Statement ................................................................................................ 43

How do we get there and how do we measure our success? .............................. 44

Guidelines for preparing a Business Plan ............................................................ 46
Business overview - what business are we in? ........................................................ 46
Key performance targets - detailed projections ....................................................... 46
Client retention and levels of satisfaction ............................................................... 47
Business development ......................................................................................... 48
Continuing professional development .................................................................... 49

© The Law Society of Hong Kong (2017) Page ii