CASE STUDY: MD LAW

MD LAW CASE STUDY

SERVICES: BUSINESS DEVELOPMENT

As the pandemic hit, Helen Dickie, Managing Director of Cardiff firm MD Law decided she needed some objective business development to help her take her firm through a period of transition.

MARKETING & BUSINESS DEVELOPMENT REQUIREMENT

I discovered Rachel Tombs on LinkedIn after I saw a comment from a barrister saying how much Rachel had helped his business. That third-party endorsement prompted me to reach out to her. I think the pandemic made a lot of people review their businesses, and whilst I knew I wanted things to change, I felt I needed professional direction on what those changes might be. As Rachel was both a former practising solicitor and an expert in business development, she seemed the ideal advisor.

HOW ORION LEGAL MARKETING HELPED

As a solicitor running your own law firm, it can sometimes be hard to see your business from above, as you can get so embroiled in client work, managing your team and day-to-day issues.

Rachel helped me see my firm from a different perspective and prioritise what would have the biggest impact. For example, we refocused on the firm’s source of clients and looked how to maximise it, we reintroduced the firm’s referral register so I could track sources of new work and monitor reciprocity. We also looked at how we handled new enquiries, how they were nurtured and conversion rates. We also looked at the essential marketing tools I had such as social media and Google reviews and set up plans for those.

Rachel has a big network in the legal industry and introduced me to other law firms that could refer work to me to supplement my workstreams. She also had connections with lawyers who were running similar-sized law firms to me, and we have established an informal peer support network which is great if you want to bounce ideas off someone or just need to vent after an irksome day!

THE RESULT

Rachel’s experience, understanding and objective viewpoint have helped me consider my professional goals. Rachel knew the tools I needed to make my firm more efficient and how to implement them. She also advised on how to improve our visibility, especially online.

Her advice has helped me through a period of transformation where I have restructured my business practices. She has helped me map out my goals so I can develop my priorities to achieve both my personal and business aspirations.