How can you help?

Most companies, including professional services firms, have been affected by the impact of Covid-19 in one way or the other. Most companies who have been affected, have taken (precautionary) measures in order to ensure that they will get through this period of uncertainty. And that is what it is, we simply don’t know how much businesses are going to be impacted and I fear that only time will tell how significant this impact will be. 

We should trust that companies will put the right measures in place in order to safeguard the company’s financial position, but what can you do as an individual and mainly as a fee earner to help your firm get through this?

We are all responsible for the success of the company and there is a lot that we can do to support, albeit indirectly.

I hope this list will inspire you to come into action, as firms really do need all their people to work with them, especially now. And quite frankly, by doing this, you will also help yourself so it is effectively a win-win!

Reach out to your clients 

Make sure you speak to your clients on a regular basis. Pick up the phone and have a genuine conversation. Ask them how they are doing, how their business is doing, what challenges they face and how they see their future. You don’t have to ask them (you probably shouldn’t ask them) if they need your services any time soon, the conversation itself is already enough to make sure you are on top of their mind. Now is not the time for aggressive selling (if it is ever…).

Speak to your BD and marketing teams 

Your BD and marketing team have a lot of knowledge about various commercial activities that might help you to reach out to your clients, build your profile and increase awareness for the firm/brand. They can support you and come up with ideas and suggestions to help you come into action. They can also reach out to various media to see whether there is an interest in a specific article, they can reach out to conferences to get you a speaking slot and they can sit down with you to assist you with your personal business plan. Make use of their knowledge as they truly are experts in their field. 

Think positively and avoid spreading rumours

Even though it may seem hard to think positively, try to look at the bright side. This is a phase, it is only a period of time that will pass eventually. Things will get better and until the time things are better we have to put our best foot forward to do the best we can to support our clients and to support each other. You may not have control over the event but you will have control over your mind so make sure mind is set positively. There may always be rumours that go round, we work in a people business and people talk. If you hear something from someone, avoid spreading rumours and simply check with the source, ask questions and try to understand what is really going on. Many of us may feel insecure about our jobs during these unprecedented times and the rumours will only add more stress to the worries and concerns we already have. 

Support new initiatives and innovative ideas

Especially as a lawyer, it is usually your task to question everything, but not now. Now is the time to trust your company in that they do the right thing. If they ask you to use new tools or if they implement new ideas, try to look at it in a positive way. Now is not the time to challenge the decisions that have been made, now is the time to cooperate and collaborate. For example, if you firm wants to send an internal newsletter summarising your team’s success and potential client opportunities, you can really help by proactively sharing information. It will help everyone in the organisation if your share your information. Whether you do that through dedicated systems (like a CRM) or via email, it doesn’t matter as long as you share it. Yes I appreciate the pressure it on the billable hour, but you also really help the firm with anything you can think of you can do beyond your billable hours. 

Think outside of the box

Now is the time to think about innovation and how you can deliver services to your clients more effectively and efficiently. It also the time to rethink how you deliver your services in general. Do you listen to your clients carefully and come up with tailored advice or do you simply want to put more time on the clock? The latter may sound like a good short term solutions to get more money in quickly, but trust me, it is not sustainable. Make sure you add value to your clients and just putting more time on the clock isn’t going to do that. What goes around comes around. If you give a little more also if that means it is a freebie, you will take more in the long term as your clients are more likely to return to you and to become a loyal client. Think about alternative fee structures to help your clients. Everyone is in a difficult position at the moment and so are your clients. They may struggle to get the funds together to pay for your fees. Show some willing and make sure they know you are in it for the long term. 

Focus on the low hanging fruit 

It is no rocket science that existing clients can be a great source of new work. Instead of spending money on BD efforts to attract new clients, focus on the low-hanging fruit. I can’t say this enough, but there must still be plenty of opportunity within your firm that you can grasp. Speak to your colleagues and ask to be introduced to their clients. You need to take action as you are responsible for your own success. Don’t wait for others to present a new opportunity to you, no, proactively reach out to your peers and make it work. 

Support your colleagues: it is not a competition!

Following point 6: it is not a competition. Collaborate instead of compete. If we work together we can achieve so much more than working  on an individual basis. Refer work to your colleagues if you can and you will see, what goes around comes around will be applicable once again; work will also be returned to you, no doubt! Also, some colleagues may struggle more than others. Support them. Give them a call and be there for them. Regardless your role within the firm, we all have the responsibility to look after one another. 

Do you want to add more tips and ideas? Feel free to message me or leave them in the comments box, I’d love to hear from you.