Case Study - Linder Myers
As a fast growth law firm, the leadership team were keen to help lawyers improve cross selling. As a result of our work, they generated 250 successful internal referrals in nine months.
I worked with Chris, the CMO, to design and deliver a training programme, primarily for up and coming lawyers - the stars of the future. This was a blend of workshops - helping the lawyers to understand the client’s perspective - and personal coaching to ensure we realised the return on investment.
Once we had created personal plans and objectives with the lawyers, I followed up with mentoring sessions, ensuring everybody was staying focused, steering anybody who was off course. Then we reviewed progress with Chris to assess results.
WHAT THE CLIENT SAYS:
“Alex’s experience in the legal sector made him the natural choice, when the business I was working for were looking to develop the lawyers in their team. He put together a training programme to help them understand how clients feel, and the opportunities that were missing from not referring and cross selling.
Alex is very good at winning hearts and minds. He has a very personal approach, is open and practical, and quickly understands individuals and what makes them tick. He is very skilful at guiding people to come to their own conclusions, rather than talking at them, which was hugely effective in this environment.
Beyond that, I find Alex very good to bounce ideas off - something others have commented on too. He is good at shaping strategic direction and gives sage advice and guidance.
And the impact of what he has done? There was a significant improvement in cross selling - we generated 250 referrals in nine months, when there were very few internal referrals, that we were aware of, in the previous nine months before the initiative was introduced.
Beyond that, his approach was commented on very positively, helping people to feel valued and invested in, which has done wonders for the culture of the business.
Would I recommend Alex? Absolutely, in a heartbeat.”
Chris Davies, Metamorph Law (Linder Myers)
RESULTS:
The business now has the skills, process and confidence to make cross selling work. Significant growth has been achieved through referrals alone.