April 21, 2020

When it’s good to disappoint clients (and the importance of scope)

In the last blog, I took a look at Andy Poole’s message that getting it right in instructions is key to maximising profit and cash. Following on from Andy’s talk at our last conference, Jamie Pennington, law firm business coach went on to explore that key initial conversation with the client at the point of instruction. This is the time to “disappoint” clients – when you are setting expectation. Not […]
March 9, 2020

Profit and Cash – it’s all about Communication

Accountants love numbers. Yes we all know that. And usually any conversation with your accountant will focus on numbers – profit, cash, WIP, debtors. Which is all very well, but how do we effect change to these? How do we improve those numbers? At our Katchr Connect conference in June, widely known and well respected law firm specialist accountant Andy Poole gave some counter-intuitive advice on how to maximise profit […]
February 18, 2020

Where’s your new business treasure trove?

“The most underused data a law firm has got”. That’s how ex Managing Partner and Law firm consultant Simon McCrum described the analysis of historic cross-selling during his presentation at our Connect conference last year. Simon talked passionately about how, once a firm is really delivering consistent quality services, business development naturally becomes easier, not by finding more new clients, but by leveraging those existing relationships. The latest release of […]
November 28, 2019

What’s Your Business Model?

  At our user conference back in June, one of the talks that had people most engaged and exercised was John Chisholm’s session on value pricing. There is nothing like a debate around the billable hour to get a room full of lawyers and law firm finance professionals excited. However what really struck home to me was when John talked about value based pricing being a business model change not […]