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律师事务所战略

您是否为您的小型律师事务所制定了战略,或者您是否每天都在处理它?你的律师事务所战略应该是你在公司内做出的许多较小决策的驱动力,因此你不能跳过它。如果你试图在没有明确战略的情况下做任何事情,你就会错失是什么推动了你公司的杠杆,从而实现了你的使命和愿景中的目标。 

什么是律师事务所战略?

Law firm strategy is a future-proof plan that enables firms to prioritize objectives, remain competitive, and optimize financial goals. It allows firms to differentiate themselves from the competition, reflecting both strengths and weaknesses. Law firm strategy helps firms discover their opportunities and threats, uncovering key performance indicators (KPIs) to measure progress and offer the best chance at success.

Solo or small law firms can build sustainable law practices by focusing on client-centric services, future-oriented technology, profit-oriented business models, and access to justice and inclusion.

As a firm, your law firm strategy should include several concepts:

  1. Your mission and values are clear and documented.
  2. You have a business model built around solving client problems in line with their expectations at an appropriate price and pricing options that appeal to those clients and work well for your firm, too. 
  3. You study trends that will affect your firm and clients, and you incorporate what you learn into your strategy.
  4. You’re working on projects and short-term goals connected to your long-term goals for your firm.
  5. You use a set of key performance indicators (KPIs) to monitor your firm’s health and help you predict your future success. Your KPIs are regularly reviewed and updated. 
  6. You conduct a competitive analysis and adjust your strategy to win your market on at least a quarterly basis. 

By looking to the future, you can build a successful law firm that stands the test of time. The best way to prepare is to create a strategy that flexes with the ebb and flow of the practice of law. This starts with the right business plan. 

How to Develop Your Small Firm Strategic Plan

Your law firm strategic plan acts as your roadmap, helping you reach your goals, keeping you accountable, and acting as the backbone of your law firm strategy moving forward. Plus, every business decision will rest on your plan, alleviating overwhelm or indecision.

在制定商业计划之前,您必须回答以下问题:

  • 贵公司的名称是什么?
  • 你的实践领域是什么?
  • 您的法律结构是什么?例如,独资、合伙等。
  • 您的目标客户是谁?
  • 您将如何维护律师事务所的档案和记录?
  • 您和您的员工有哪些薪酬结构?
  • 你的短期和长期目标是什么?
  • 您团队中需要哪些人来实现这些目标? 
  • 你拥有什么样的金融资产,你需要哪些资产?

设计一家数据驱动、以客户为中心的律师事务所

一个完整的商业计划有七个不同的部分。这些部分包括:

  • 执行摘要。 本节概述了您的整个计划,包括您的使命陈述、价值观和市场优势。
  • 公司概况。 该概述应再次包括您的使命和价值观、您的位置和服务领域、公司结构、所有权和公司历史。
  • 市场分析。 注意您的法律利基市场的历史及其未来,包括市场规模与市场增长之间的关系。本节还应包括您的目标受众、完整的竞争分析以及您的目标受众为帮助确定服务定价而必须花费的预计金额。
  • 公司的组织和管理。 本节包括有关您和其他拥有贵公司所有权的人的信息。它包括你的背景、经验和你领导能力背后的“原因”。
  • 公司服务。 您的服务部分必须包括您计划为客户解决的问题、您提供的解决方案以及您的竞争概况。
  • 营销策略。 你的营销策略应该解决三个P:定位、定价和促销。它应该讨论你计划如何定位你的公司,你将为你的服务收取多少费用,以及你计划如何推广你的公司。
  • Finances. This section discusses the budgeting and forecasting for your firm, including capital, monthly budgets, cases needed to break even, projected profit, projected loss, and more.

Once complete, your plan will serve as a living and breathing document you and your team will follow when moving forward. Put your plan in writing. Then revisit and update it regularly.

Establish Your Firm’s Mission, Vision, and Values

The actions you take and the choices you make depend on the “why” behind your decision to enter the practice of law and start your firm. Defining your mission, vision, and values will help guide you as you create your law firm strategy.

Your Mission

Your law firm’s mission is the reason your firm exists, the ultimate purpose. It helps define what it is your firm does, how you do it, who you do it for and the value you bring to your clients. 

To communicate your mission, create a mission statement: a short sentence describing your firm’s purpose and goal. For example, take a look at Google’s mission statement:

“To organize the world’s information and make it universally accessible and useful.”

Keep it simple. If you can’t define what it is you want to do in just a few words, you may not have the clarity you need to move forward just yet. Dig deeper.

Your Vision

Your mission statement defines your firm in the present. Your vision defines where you want your firm to be in the future. By understanding your vision, you’re able to make business decisions based on where you want to be in your business, not where you are. Your vision should inspire and direct your firm’s steps forward.

Communicate your vision by creating a vision statement for your firm. Keep it short and simple to remember, and ensure it covers your firm’s long-term objectives. For example, in contrast to its mission statement, take a look at Google’s vision statement:

“To provide access to the world’s information in one click.”

Although the mission is to make information universally accessible, their long-term objective is to provide access to information in just one click. 

Your Values

There are reasons behind the choices you make and the things you do. Discover the reason you started your firm in the first place within your core values. Your values are the fundamental beliefs of your organization, the foundation you need to perform meaningful and successful work. Some examples of core values include:

  • Advocacy
  • Collaboration
  • Community
  • Innovation
  • Integrity
  • Service
  • Trust

Using one word to describe each value is a great place to start. As you learn and grow, you can start creating value statements that describe what each value means for you and your clients.

Place your mission, vision, and values on display where your team and clients can see them, such as on your website or in your office. But don’t consider it done until they are shared to everyone. Constantly refer to them when making decisions and work on practicing them in all of your work and interactions. Eventually, they’ll be shared by everyone. Engage your team members in the process of helping to define the mission, vision and values so that these are reflected in their daily work and their contributions to other strategy. 

Define Your Ideal Clients

Not every client is the best client for your firm. As you start defining your specific services, you must consider who you want to serve and how to serve them best. By defining who your target client is, you can center your business plan around serving them to the best of your ability.

Create a Client Persona

To define your ideal client, you must create a client persona. A persona is a deep dive into your client: their basic demographics, fears, pain points, needs, and more. To start, answer these questions about your client:

  • 他们住在哪里?他们的家庭生活怎么样?
  • 他们的职业和财务状况如何?
  • 他们需要帮助解决哪些法律问题?
  • 他们在法律帮助方面的痛点或担忧是什么?
  • 他们希望律师提供什么样的服务?

一些律师事务所可能专注于一个客户角色,而其他律师事务所可能专注于两个或三个客户角色。创建后,根据客户的独特需求和愿望,使用您的角色来确定您的服务、定价模式、吸收流程等。

执行竞争分析

了解其他公司在你的特定领域正在做什么是至关重要的。通过执行 竞争分析,您将发现如何做得更好,从而提高您在行业中的竞争力。按照以下步骤完成简单的竞争分析。

  1. 找到您的竞争对手。 通过快速在线搜索您所在执业领域和所在地的律师,开始您的分析。通过创建电子表格跟踪您找到的竞争对手。当你搜索并试图找到大约8-10个竞争对手进行全面分析时,记住同时使用“律师”和“律师”。
  2. 注意他们的服务。 了解每个竞争对手专门为其客户提供的产品非常重要。将他们提供的服务添加到您的电子表格中,并讨论您的服务比较情况。
  3. 发现他们的优势和劣势。 列出竞争对手的优势,如多年经验、客户工作等。设身处地为客户着想,列出他们的弱点,并讨论如何利用他们。

分析他们的策略和定价结构。 这些信息虽然很难获得,但可以帮助您了解公司成功背后的战略,以及如何为您的服务定价以保持在您所在地的竞争力。利用互联网、个人访问、在线广告、书面资源和客户了解更多有关竞争对手的信息。

在完成分析后,通过定义您所提供的特定于您的细分市场的产品来确定您的竞争地位。

设置关键绩效指标(KPI)

关键绩效指标 (KPI)是您选择用来衡量公司长期绩效的指标。这些衡量标准决定您在实现战略和财务目标方面的进展,帮助您衡量竞争力,等等。

KPI帮助您和您的团队专注于最重要的事情。他们在会面时激发和激励行动,推动公司走向成功。在您的律师事务所战略中,确定哪些KPI最适合跟踪您的事务所。KPI的一些示例包括:

  • 客户满意度评分
  • 营业账户余额
  • 应收账款金额
  • 新客户端数
  • 新病例数
  • 咨询人数

记住选择与律师事务所目标直接相关的KPI。简单地从收集一些容易跟踪的关键指标开始,直到您准备好进行更多分析。最后,经常重新查看KPI。随着公司的发展,您的衡量标准将随着优先级的变化而变化。

建立强有力的领导结构

并不是每个开律师事务所的律师一开始都具备必要的领导技能。通过献身精神和实践,您可以轻松学会如何每天激励和领导您的团队。

磨练你的领导技能

要学会领导,你必须首先磨练你的公司领导技能。有很多方法可以做到这一点,例如:

  • 专注于倾听和交流。 这些“软技能”定义了一个有效的领导者。专注于练习积极的倾听技巧,并经常交流。
  • 在所有事情上都要做一个积极的榜样。 练习看到一线希望。这不仅可以帮助你以这种方式领导团队,还可以改善你的压力水平。
  • Finding a mentor to learn from. Find someone you trust that has done this before. Ask questions and gain their insight about what you can do to improve your leadership skills.
  • Staying solution-minded. Actively search for applicable solutions when problems arise. Your firm will continue to grow in the face of adversity when you and your team remain committed to strategic thinking.
  • Delegating. You can’t do everything yourself. Delegate tasks to those who do them best.

Rounding Out Your Team with Unique Strengths in Mind

As your firm grows, you’ll need to build your leadership team to help you guide your firm towards success. Round out your team by defining your weaknesses and filling the gap. When you complete your team in this way, each member is critical to the whole, creating the cohesion you need to move your firm forward.

Set Clear Expectations and Train Often

As you build your team, set clear expectations from the outset. Define the responsibilities for each individual on your leadership team. Encourage team members to take advantage of coaching and training programs to help enhance their leadership skills.

Design for Innovation and the Future of Law Practice

To create a sustainable business, you must plan for the future of law practice. Through the technology at your disposal, it’s possible to create unforgettable experiences for your clients. By designing your firm for innovation, you’ll stay flexible as client needs evolve.

Adopt a Systematic Approach to Innovation with Design Thinking

Design thinking is an ideology aimed at applying long-established design principles to the way we build our businesses. It’s used to intentionally craft your law firm over time to deliver services simply and functionally. Using design thinking, you can approach innovation and problem-solving in a user-centered, responsive, intentional and experimental way, tolerant of failure.

Design thinking allows you to step outside the chains of perfection and create something your clients want. The process takes you from understanding and sympathizing with your client to creating solutions that enhance their experience. By adopting this approach, you’re able to foster a culture of innovation within your firm that creates loyal clients and new leads.

Take Advantage of Law Firm Technology

Beyond continuous innovation within your firm, take advantage of available technology to move your law firm forward and improve client experience immediately. As you strategize, make room for tools such as:

  • Cloud-based software such as file storage
  • Backup software
  • Practice management software
  • Accounting and billing tools and software

Using these tools, all areas of your law firm strategy will benefit from streamlined processes, including your marketing, finances, firm structure and more.

Use Your Firm to Improve Access to Justice

Within the United States and across the globe, there’s a continuing crisis: the need for access to justice. Individuals who face legal concerns should have affordable and timely access to the legal assistance they need to receive a fair outcome. Unfortunately, most don’t.

Nearly 70% of all civil cases only have an attorney on one side, usually on the side of the plaintiff. 

This is just the beginning of the statistics that show the chasm. The only way to start bridging the gap between legal concern and legal assistance for all is for each firm, both large and small to contribute. There are many ways your firm can contribute such as:

  • Donating to organizations focused on access to justice. Organizations such as the Legal Services Corporation and the National Immigration Law Center work to help all individuals receive legal representation.
  • 为所有个人提供教育和建议。 诉诸司法的最大问题之一是:许多人根本不知道法律问题是一个问题。利用您的网站和其他渠道,就法律问题和解决方案向公众进行教育。当客户寻求建议时,尽你所能提供最好的建议。

寻求导师、同侪团体和教练的支持

这已经不是第一次有激情的律师开设自己的公司了。成百上千的人在你面前走过,他们中的许多人都会提供他们的建议,帮助你取得成功,避免失败。利用以下优势找到您需要的支持 教练和培训,导师和来自广泛可用来源的同龄人团体。

对于经商多年的律师来说,寻求建议仍然有很多好处。例如,您可能希望提高客户的摄入量,或者学习如何自动化某些日常任务。或者,您可能想知道如何雇用第一名员工。不管是什么情况,都有很多洞察。

从书籍、会议和播客中学习

如果你喜欢自己寻求建议,那么从印刷到 法律播客. 如果你喜欢阅读并随身携带建议,那么 管理书籍 适用于法律行业。

如果您有兴趣向法律行业的领导者学习, 会议 是一个很好的洞察力和网络工具。凭借丰富的知识,很容易找到为公司制定合理战略所需的信息。

定义一个律师事务所的战略会让你处于权力的位置。随着法律行业的变化,您将保持灵活性,从竞争对手的海洋中脱颖而出,并继续为您的客户提供一流的服务,这是律师事务所取得成功的成功秘诀。

Strategize and Build a Healthy Law Firm with Lawyerist

Even the passion you have for the law isn’t enough to create a successful solo or small firm. To create a sustainable firm, you must strategize for both the present and the future. If you’d like help with creating a business strategy, updating an existing law firm strategy, or simply some advice on your next step, look to other lawyers who have come through on the other side. Become a Lawyerist Insider today- you can take the Small Firm Scorecard to help you figure out what to focus on next in your law firm. 

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