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TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #5: FIRMS DON’T ENTER ALL LEADS INTO THEIR CASE MANAGEMENT SYSTEM

TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #5: FIRMS DON’T ENTER ALL LEADS INTO THEIR CASE MANAGEMENT SYSTEM - blog post image Every call matters. Every person who reaches out to your firm to discuss a new case is important. They may be calling for something that you consider trivial, for something that you think is not worth pursuing, or about an area of law that you do not handle. But they called you. They could have called any number of law firms, and they may have, but they reached out to you and you have the opportunity to make that interaction a positive experience. If it is a case that you want to sign up, most firms will enter all the information into their case management system (“CMS”). There are so ..

TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #4: FIRMS DON’T TEACH THEIR INTAKE TEAM THE NUMBERS

TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #4: FIRMS DON’T TEACH THEIR INTAKE TEAM THE NUMBERS - blog post image Everyone needs to know how to keep score. I have yet to come across a team that doesn’t enjoy knowing the score. People engage at a higher level when they understand how to score points and have control over winning or losing. It is the same for your intake team. Whether it is one person, or ten people, they need to have an easy way to “check the scoreboard” and know how they are doing. Know your “want ratios.” The first set of numbers that your intake team should know are the want ratios for each case type that the firm handles. What does this mean? If a firm receives 100 automobile  ..

TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #3: NO ATTRIBUTION RULES

TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #3: NO ATTRIBUTION RULES - blog post image What is attribution? Attribution is simply how you give credit to the marketing or non-marketing source for each lead that you receive. Marketing sources are those that you pay for, such as TV, yellow pages, internet, billboards, and so forth. Non-marketing sources are those that you do not pay for, such as word of mouth, repeat clients, and client referrals. At Vista, we see a lot of firms that don’t have a detailed plan in place about how attribution should be handled. It is hard at times, because there can be multiple sources of a lead. A person can see your ad on TV, then think ab ..

TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #2: NOT AUDITING INTAKE CALLS

TOP 7 MISTAKES LAW FIRMS MAKE DURING INTAKE #2: NOT AUDITING INTAKE CALLS - blog post image Auditing how your firm handles new calls from potential clients is extremely important. Vista recommends that every firm audit a batch of intake calls on a weekly basis. The good news is that it is easier than ever to make this happen. Years ago, firms used to do “ghost calls” to test their intake procedures. They would get someone to call their law firm, pretending to have a potential claim, and then monitor the call to see how it was handled. It was extremely cumbersome. The process worked, but it was difficult to implement on a frequent and regular basis. Today, many firms hav ..
Jerry Parker
"Vista has been a consultant to our firm for almost 2 years. One of the best business decisions I made was to retain Vista. They know plaintiff personal injury firms A-Z. And that's how they analyze your firm, its efficiencies (or lack thereof or worse), office design/flow, reception procedures, telephone procedures, equipment of all types, etc. If you think your office is running at the top of its game and you don't need them, you're probably wrong. I can't imagine Vista not being able to improve even the best run firms. The payback from what they do is likely to be realized within the 1st 3-6 months."
- Jerry Parker
Kenny Harrell
“The Joye Law Firm would whole-heartedly recommend Vista Consulting’s services. It’s been nearly two years since Vista did the initial needs assessment at our firm, followed by several weeks of ‘boots on the ground’ work. With the benefit of hindsight, I can easily say that improvements we’ve made as the result of their services have easily more than paid for the costs of the same (and that was probably true a few months in.) This is true based on improvements in our case management efficiency and especially in regard to better intake procedures. Our average new cases per month have increased 50%, and this is due in large part on our doing a better job of following up on potential new clients.”
- Kenny Harrell / Managing Partner
Jim Reed
"I have to confess, I was initially skeptical that Vista could significantly improve my firm. Heck, we are a small firm (4 lawyers) in a small city and have been in business for 60+ years. Frankly, we were already doing well and had managed to carve out a successful business handling personal injury and malpractice cases. But I met (and liked) Tim McKey and we were having a good year, so I thought, let’s give them a try to see if they can offer any meaningful improvement. I am happily surprised to say that hiring Vista is one of the best business decisions I ever made. Vista analyzed and made recommendations in a few key areas and helped us implement changes in those areas. In less that one year, we are already reaping substantial dividends from those simple changes. As lawyers, we think we are pretty smart and know our business pretty well, but I can tell you that inviting an outside set of experienced eyes to take a close look at the way your firm operates WILL reveal many things you never saw and many areas for improvement. If you want to REALLY learn about your firm and how to improve it, I HIGHLY recommend a consultation with Vista."
- Jim Reed / Owner