Listen to why there is no such thing as a market rate and how to get out of the scarcity mindset and charge based on the value you bring to the table.
Lawyers are massively undervaluing themselves when it comes to pricing, especially when it comes to fixed fee costs, such as conveyancing fees. Scott provides a great example of this.
Work comes in peaks and troughs, do you know when the right time to do business development is? Or do you make the same mistake that many lawyers make? Do you know what it is?
Law is a business, much like any other that relies on sales/clients/customers. So why do we leave it until we are looking to make partner, before we even begin to master ‘sales’ aka business development?
It’s important to stay in touch with lost prospects. Why? Because it shows you care, it shows you mean business, and it could land you your next deal.
When lawyers strive for perfection, they can often fear hearing ‘no’. Scott delves into this subject on his training courses and how you can overcome this fear.
Price and business development are intrinsically linked. You need to niche and add value in order to price accordingly for your legal services.
Legal Balance Institute Director, Scott Simmons discussing why picking a niche is so important to your business development efforts. Your messaging will become clear and consistent and you will find yourself speaking their language.
When you run a business, even a legal business (yes you!), follow-up is everything. Follow-up should be part of your business development strategy because where you follow-up, others are not. It makes a difference.
Cold outreach is the natural next step when you have built on your relationships and confidence. With confidence and a change in mindset, cold outreach doesn’t have to be scary – in fact, it really can become an enjoyable part of your business development strategy.
Copyright 2025 Legal Balance Limited.
Privacy Policy.