[webinar] win more business with legal project management (antony smith)

Win More Business with Legal Project Management

Wednesday, June 1st, 2016

Starts at 15:05 London BST

Win More Business With LPM 1

Presenters

Ivan RasicFounder and CEO

LegalTrek

Antony Smith LPM Expert and Trainer

Legal Project Management LTD

Win More Business With LPM 2AgendaA Scenario Meeting a client before a project starts (Plan, Skills, Data, Pricing)

Client FocusEverything revolves around the client

How to start with LPMSelect limited scope for LPM; Ask the right questions

Closing RemarksQ&A, Follow-up


Terminology

Project Maturity Level Feature Summary

Level 1Sporadic

• Sporadic use of PM• No formal PM training• Little organisational support

Level 2Initial

• Formal PM methodology launched• Basic processes not followed uniformly nor are PM standards• Lessons learned not gathered on regular basis

Level 3Implement

• PM methodology is developed further• Most projects run according to PM standards• Clear senior management support for standards• Focus on individual projects

Level 4Monitor

• Integrated project lifecycle is developed & applied• Projects support strategic plan• Internal PM training in place• Project benefits tracked

Level 5Optimise

• Regular analysis & renewal of existing PM methodology• Processes in place for project improvement• KM and knowledge transfer processes in place


A scenario Meeting a client before a project starts(plan, skills, data, pricing)Benefits and Outcome


You meet an existing client

An owner of a medium sized manufacturing company, who has instructed you previously about some employment matters.


You work for a modern firmWhich has already conducted

a value stream mapping exercise.

You have lean, streamlined processes…

…and you know which elements of employment cases should be done in-house and by whom, and which

elements can be outsourced.


Your Firm uses IT effectively

Workflow technology is used to speed up production and ensure consistency of standard tasks

…your firm also uses analytics software to help you scope, estimate and price based on previous data.


Your Firm has standard project plans

Those plans cover most matter types, and can be adjusted if needed.


You prepare for the client meeting

And you pull out reports from your analytics software which show things such as duration of matters handled for this client previously, average matter costs, time written-off etc

Win More Business With LPM10

You don’t want to talk pricing

What you are really planning to do is listen and understand the client’s needs and goals, and consider how you can best meet them.


You focus on value you deliver, not price

Part of that value are the Project Management skills you and your firm have.


You focus on value you deliver, not price

Good project management skills can help control costs and provide greater consistency of execution.

Most people feel more comfortable when working to a plan.


Meeting and discussion went well

Client problems

Client’s goals

Potential solutions


Back in your office you consult with

● your pricing manager and knowledge management staff; and

● the delivery team – the people who will actually be doing the legal work.


Back in your office

You also investigate some ideas for potential solutions to all of the issues raised by the client, and discuss these too with the colleagues.


And now you can

Scope, estimate, and price with confidence;Put a range of options for the client;

(each option priced aptly, and backed with the project plan)


You take client through the options

1. Fee Package A for all employment litigation;2. Fee Package B for all employment legal work;3. Fee Package C for the HR outsourcing


You show project plan for each option

You point key features, the standard process, and possible adaptations, as needed.


Client selects an option

Now all you need to do is manage the matters sufficiently so that the cost leaves your firm with a reasonable profit.


Summing up

Your firm has a standard LPM method, which includes processes for:

● Monitoring Process

● Tracking Variance between progress and plan

● Taking corrective action to put things in line

● Keeping the client informed

● Invoking change control if necessary


Client Focus Everything revolves around the client


EverythingProcess

Improvements

IT Systems

Pricing

Planning

Delivery


How to Start LPM Select limited scope for LPMAsk the right questions


How to make a practical start

All law firms have a new client and matter process. Review if your current one is effective. Look at:

● Amount of time staff spends working through the process;

● Data capture – quality, scope, duplication;

● How does the client benefit?


Questions before starting a matter

Have you agreed success criteria for this matter with the client?Have you conducted an initial matter risk analysis?Have you agreed a communications plan with the client?What is your initial estimate of resources, time and cost required?How many similar matters have you undertaken in the last 2 years?How busy are you at the moment?


Questions?


Keep the discussion going on Twitter!

#NewLawEdu@AntonySmith_LPM@LegalTrek


Antony Smith@AntonySmith_LPM

[email protected]


Keep the discussion going on Twitter!

#NewLawEdu@AntonySmith_LPM@LegalTrek

Thank you.Send to you:● E-mail with Webinar Video link● Exclusive copy of new E-book: “Attracting New Clients”● Invitation for the next webinar

Next Steps:● For clients: Send us questions In-App● For law firms interested to:

○ learn more from Antony: Email○ see how LegalTrek helps: Schedule a demo

legaltrek.com