Qs & As
Who are you?
Hello, my name is Martin Gregory. I’m a practising Solicitor with 10 years post qualification experience, 8 as Partner in a general high street firm.
What’s the problem?
This depends on whether you’re sending work away, trying to attract new Clients or possibly both.
What do you mean “...sending work away…”?
“Caller: Hello, I’m looking for some advice in relation to family law.
Receptionist: I’m sorry, we don’t deal with that.
Caller: Oh, OK, thanks anyway.
Receptionist: You’re welcome. Bye.”
Does this sound all too familiar? How many enquires of this nature does your firm receive each and every day by telephone, via email or in person?
Whilst some firms handle many different types of work, I bet there’s at least one enquiry which you have to turn away. Even if you do practise in that area of law, the case may be too specialist.
The upshot is that you’re wasting both valuable time and resources and losing a potential revenue stream at the same time.
My aim is to convert such enquires into cash for you.
…and the solution is…?
It’s easy. Why not refer the enquiry to a fellow Solicitor who can help and receive a fee in return? What have you got to lose? Apart from simply re-jigging your systems, including basic staff training, there should be no additional overheads or capital outlay.
But what about the Solicitors Code of Conduct?
For once, this actually works to your advantage. You see, neither Rule 8 (Fee Sharing) nor Rule 9 (Referrals of Business) applies. No need to disclose either the arrangement or payment, unless you really want to.
And moving on to new business?
I’ve lost count of the number of times I’ve heard this gripe over the years:
“I simply refuse to pay third parties for work.”
You want to get new Clients and grow your business, but find the whole idea of referral fees abhorrent. In my experience, Estate Agents are most often castigated for this:
“Why should Solicitors have to feather the nest of local Estate Agents? After all, they don’t exactly return the favour, do they? If anything, they continue to encroach on our core services, selling work to conveyancing factories and arranging Energy Performance Certificates”.
Similar complaints are levelled in other fields, such as personal injury and employment.
The common theme is that potential Clients are siphoned off before you even get a sniff. So much for freedom of choice!
My proposition, as explained above, only involves Solicitors.
But I see non-lawyer introducers as a necessary evil, especially in the current downturn
Perhaps, but you’re subjecting yourself to unnecessary “red tape”, as if there wasn’t enough already!
Also, to coin a phrase from Rule 9.01(1) of the new Solicitors Code of Conduct, “…[y]ou must do nothing which would compromise your independence or your ability to act and advise in the best interests of your clients…”.
Is the introducer regulated and, if so, by whom? How can you ensure that they will comply with the provisions of the Code? Can the Solicitors’ Regulation Authority apply sanctions if they don’t or does the buck stop with you?
Is the reward commensurate with the risks? I’m sure you’ve all noticed the questions that have cropped up on Proposal Forms for Professional Indemnity Insurance in recent years about referrals, no doubt triggered by the collapse of some referrers.
So, in essence, you’re advocating referrals by Solicitors to Solicitors?
Yes. Let’s keep the money within the profession, reduce our reliance on “outsiders” and minimise risk (and possibly insurance premiums) in the process.
Sounds good, but where do you come in?
Whilst you can enter into such arrangements yourself, you may feel a little reticent about approaching rival firms.
“Will they think we’re desperate for work?”
“How will they feel about the proposal?”
These and many other concerns may be preventing you from making contact.
Furthermore, the type of work which you want to “sell” may not be practised in your locality. What do you do then? Well, I hope I have the answer.
Solicitorsreferrals is a national database matching firms with unwanted work with firms looking for work, a bit like on-line dating I suppose.
How does it work?
You simply tell us:
- what work you’re looking to refer
- the referrals you’d like
- the search area, be it your town, county, region or national
and we find a match, whether by using our database and/or researching the target market.
You can either make the approach yourself, or we can do it for you, anonymously if you prefer. Either way, it’s then up to the two firms to finalise the details and implement the same.
And how much do you charge?
We charge an annual registration fee, depending on the size of your firm:
- Sole Practitioner-£250 plus VAT
- 2-5 Partners-£400 plus VAT
- 6-9 Partners-£500 plus VAT
- 10+ Partners-£750 plus VAT
Once registered, you can make as many enquiries as you like.
Unlike some other referral networks, we don’t charge any commission on the fees generated from the match.
Can I just be listed on your database?
Yes. SearchLite lists your firm's details on our database, which you can also view. As there is no research or matching service, the initial annual cost is only £100 plus VAT and the first 25 subscriptions are FREE.
How do I join?
You can register here. Alternatively, just give me a call on 0121 288 2877 for a free initial chat or email martin@solicitorsreferrals.co.uk.
Do you offer any other services?
Yes, as I remain a practising Solicitor, I also act as a locum, dealing with family and matrimonial, civil and commercial litigation, employment, conveyancing and wills. You may need someone just to cover holiday absence/s or help out at busy times. Either way, as a Grade 1 fee earner, your firm’s mark up is considerable. Please visit www.thelocumsolicitor.co.uk for more information.
I also deal with most aspects of practice management for small and medium sized firms, including:
- Regulatory compliance, such as Anti-Money Laundering
- IT/network installation and support
- Digital telecoms
- Website design, copy, hosting and management, including Search Engine Optimisation and Search Engine Marketing campaigns
- Email-domain registration, hosting and administration
- Case Management and Practice Management Systems
- Advertising/Marketing in both old and new media
- Human Resources/Payroll, encompassing recruitment, Contracts, policies and procedures, training, wages and employer notifications and returns using HM Revenue & Customs’ Secure Government Gateway
- Accounts-postings, reconciliations, management accounts, month and year end reports and electronic payments
The idea is to save you time and money. Further details can be found at www.thesolicitorspractice.co.uk and my micro site, www.solicitorswebsitedesign.com.
Finally, I operate www.solicitor-jobs.com, a quick, cheap and easy way to post Solicitors jobs online. The fixed fee is £100 plus VAT, whatever the vacancy, and regardless of the advert’s size or duration. With no Agents’ commission to pay and introductory discount, what are you waiting for, especially as the first 25 registrations are FREE?
