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Meet the CoreLegal team - the one-stop services shop for solicitors and barristers.

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Inspiring
 stories from
legal support
professionals




Introducing
 CoreLegal -
   Meet The
      Team



    Do you have...
The ‘One Stop Shop’ Principle
The Legal Profession is facing uncertain times and it
is important to keep up, or you will b...
Foreword
Legal people, whilst
having a splendid
                                                                          ...
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Meet the CoreLegal team - the one-stop services shop for solicitors and barristers.

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It takes time to find a reliable outsourcing firm. With all the pressures they are under, solicitors need a “one stop shop” support organisation to reduce their administration to a team they can trust. Cue: CoreLegal.

CoreLegal meet periodically as a round table to discuss how we can help legal firms to compete. The small firms may never ‘match the big guys’ in terms of weight, but we want to help them operate at a higher level so that their size and operational efficiency actually becomes an advantage.

This booklet brings together some inspiring stories plus tips and advice to help you improve the performance of your legal practice. We hope these examples from our legal support professionals will encourage you to make the next steps, on your way to raising your game, and to contact us in the strictest of confidence, if there is anything that you need help and support on.

It takes time to find a reliable outsourcing firm. With all the pressures they are under, solicitors need a “one stop shop” support organisation to reduce their administration to a team they can trust. Cue: CoreLegal.

CoreLegal meet periodically as a round table to discuss how we can help legal firms to compete. The small firms may never ‘match the big guys’ in terms of weight, but we want to help them operate at a higher level so that their size and operational efficiency actually becomes an advantage.

This booklet brings together some inspiring stories plus tips and advice to help you improve the performance of your legal practice. We hope these examples from our legal support professionals will encourage you to make the next steps, on your way to raising your game, and to contact us in the strictest of confidence, if there is anything that you need help and support on.

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Meet the CoreLegal team - the one-stop services shop for solicitors and barristers.

  1. 1. Inspiring stories from legal support professionals Introducing CoreLegal - Meet The Team Do you have a nightmare of non-legal, non-productive, problems eating into your time and temper? Imagine how good life would be if you could only concentrate on being a successful lawyer. Let us tell you about our great services for solicitors and barristers....
  2. 2. The ‘One Stop Shop’ Principle The Legal Profession is facing uncertain times and it is important to keep up, or you will be left behind. small firms have never been under so much pressure. they need to keep overheads down and yet continue to perform to a very high standard. It takes time to find a reliable outsourcing firm. With all the pressures they are under, solicitors need a “one stop shop” support organisation to reduce their ad- ministration to a team they can trust. cue: coreLegal. CoreLegal meet periodically as a round table to discuss how we can help legal firms to compete. The small firms may never ‘match the big guys’ in terms of weight, but we want to help them operate at a higher level so that their size and operational efficiency actually becomes an advantage. CoreLegal events are an ideal way to meet us all at once. This booklet brings together some inspiring stories plus tips and advice to help you improve the perform- ance of your legal practice. We hope these examples from our legal support pro- fessionals will encourage you to make the next steps, on your way to raising your game, and to contact us in the strictest of confidence, if there is anything that you need help and support on. find out more at www.corelegal.net or email info@corelegal.net www.corelegal.net IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  3. 3. Foreword Legal people, whilst having a splendid Contents knowledge of the law profiles of the coreLegal team – sometimes don’t have all the skills Caroline Newman necessary to run a coach, consultant, trainer successful practice. Networking and contacts are important! Dave Mort solicitors research marketing the firm, keeping the books, growing the business, etc; I’ve learned that you can’t do things Irene Danso & Lisa Newton by yourself. You need a team of good people around Legal cashiers / Bookkeepers you. this is where core Legal can help you. Jason Cobine l The Core Legal members are all experts in their Insurance respective fields. If you require help in any area outside your own main expertise of law – then Jon Hepburn please do get in touch with us. marketing consultant l We are a group of legal support providers who Justin Locke have come together to save solicitors time and to practice & case management system offer them an alternative. Martin Bacon & l If finding reliable, cost effective, professionals Allen Sternstein who understand your needs and maintain your It systems standards has always been difficult - core Legal aim to make it much easier. Ray Fox practice mergers, sales & Valuations l This booklet gives you a little bit of background about the members of Core Legal – told in their Tom Worner own words. coach & soft skills trainer Lisa Newton entrepreneur & founding member IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  4. 4. Caroline Newman Years in the game: 8 as a coach, 12 as a solicitor Business: training, coaching, consulting www.lawdacity.com caroline@lawdacity.com Lawdacity™ was founded by solicitor Caroline Caroline’s Top Tips Newman LLM, the author of Legal Gold. she is a certified neuro Linguistic practitioner trainer and l Become an elite rainmaker master practitioner and a certified personal, Business to be successful you must have and executive coach. she is a licensed Life success a full book of business. an elite consultant and an international professional speaker. rainmaker mindset is simply the expansion of your value propo- Following a successful career which included senior sition and awareness into the positions in local government and the charity sector, relationships and assets that al- caroline became a solicitor with sJ Berwin LLp and ready exist within your business later set-up her own successful law practice. since and sphere of influence. 2004, she has been coaching and consulting with You already have what you solicitors and barristers wanting more success in their need to build a dynamic and lives and helping them reach their goals. profitable book of business; you just have to leverage your exist- Caroline has worked with thousands of lawyers ing assets for the opportunities and previous clients include the Legal services that await you. commission. caroline was an elected member of the council of the Law society of england and Wales for l get to Know your clients and several years and chair of its diversity and equality your employee’s Interests, mo- committee. she has won awards for entrepreneur- tivations, and desires ship and for services to the Legal profession. By knowing your clients’ and employees’ real motivations and desires, you’ll be able to What’s the biggest challenge you’ve seen a solicitor give them what they want in a face? the biggest challenge facing a solicitor is being consistent and memorable way. de-equitised from a firm they helped to establish. l create an irresistible offer to What makes a solicitor leave the profession to decide the correct target market. to become a guru / coach? I decided to become a consultant and coach to lawyers because I felt I could make a real difference to the lives of people who were struggling. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  5. 5. Dave Mort Years in the game: 22 Business: research/client satisfaction surveys for Law firms www.legallybetter.co.uk dave.mort@legallybetter.co.uk David Mort formed IRN Research (trading name of David’s Top Tips IRN Consultants Ltd) in 1991. Irn has a strong track record in running client satisfaction surveys and l don’t treat market research as a market research projects (e.g. surveys of specific luxury markets, competitor reports etc) for law firms and It is a key part of the business solicitors. Innovative law firms know that these planning process... and the first surveys not only measure client satisfaction but can place to start is with existing identify other client demands and highlight possible clients. new sales opportunities. l Budget sensibly IRN is also a partner in a new web site www.legally- research fees vary from hundreds better.co.uk enabling law firms to put their reputation to thousands of pounds so you online by using their client feedback to reach a wider don’t have to make a big hole in potential audience. your budget. But be realistic, don’t cut corners, and use a mar- ket research society member. What’s the biggest challenge you’ve seen a solicitor face? Legal market liberalization, regulatory upheaval, l act on research findings and and increased competition, mean that the biggest maybe use it for pr challenges have still to come …. but forward-thinking don’t let research results gather and flexible law firms will survive. dust … act on key research find- ings whether you like the results do you work alone? no, we have a team of experi- or not! If appropriate, use any enced researchers, interviewers, and project man- non-confidential results for pr & agers not only in the uK but also overseas. publicity about your firm. What’s it like to work with solicitors? sometimes frus- trating, sometimes enlightening – contrary to some public perceptions not all solicitors are the same. How have you overcome any obstacles that you’ve faced? Hard work, talking to others, revisiting and adapting the services we offer to changing market conditions. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  6. 6. Irene Danso & Lisa Newton Years in the game: 22 & 8 respectively Business: Legal cashiers/Bookkeeping www.boogles.org admin@boogles.org Lisa Newton formed Boogles Ltd – a bookkeeping Boogles Top Tips service in 2004, in the same month that she graduated from university. over the years, Boogles l check the credentials of your had an increasing number of enquiries from solicitors cashier who wanted their books to be done. seeing an many cashiers are operating as opportunity to become leaders in this niche sector, one-man bands, or they’re It Lisa teamed up with Irene danso to run the legal people who are chancers. Know bookkeeping arm. who you’re dealing with. Irene Danso, a Legal Cashier for over 20 years has l Have systems in place worked in a variety of different sized law-firms and has good systems reduce your been instrumental in the setting up of and improve- chances of breaching the solici- ment of accounts departments. tors accounts rules (sars). l Have a budget Who has been the greatest inspiration to you? try and budget for items. and Warren Buffet, robert Kiyosaki & oprah Winfrey. keep money set aside for a rainy day and for your Vat bill. What’s the biggest challenge you’ve seen a solicitor face? corrupt cashiers who’ve breached the Law so- ciety’s rules left, right & centre – and then disap- peared. switched off their phone and that was that. do you work alone? no, we have a team of over 20 bookkeepers who we supervise and to whom we pro- vide support. What’s it like to work with solicitors? challenging. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  7. 7. Jason Cobine Years in the game: 22 Business: Insurance www.cobinecarmelson.com jason@cobinecarmelson.com Jason Cobine has helped hundreds of businesses - Jason’s Top Tips sole practitioners, managing partners, LLp’s, manag- ing directors and charities in London and the home l check what isn’t covered. counties get their insurance claims paid. arranging don’t be blinded by features you insurance correctly, being available when clients need may never need. help and updating policies avoids insurance disputes. always call your insurance claims helpline before you need it. Typically clients may already have insurance but check how they respond when aren’t 100% certain that it’ll pay out. Jason has devel- you most need help. oped a unique process that provides clients with re- assurance that they have the right cover. this protects l check if your policy pays for all clients income and reputation. the defence costs the excess may catch you out. Who has been the greatest inspiration to you? my l Jason’s parting thought cousin who has fought more than five bouts of “It’s not the strongest or the different types of cancer whilst supporting a wife with fittest who survive. It’s those ms – still going strong and will not lie down. with the capability to adapt.” I can’t remember who wrote that What’s the biggest challenge you’ve seen a solicitor yet I adapt. face? failure of a claims department to answer a query about a possible claim in good time leading to increased costs for the solicitor. do you work alone? I have outsourced things I’m not good at, so I spend most of my time with clients, prospects and introducers. What made you join core Legal? collaboration is something I love and teaming up with other service lead businesses means I can learn from everyone else. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  8. 8. Jon Hepburn Years in the game: 22 Business: marketing consultant www.fedoraconsultancy.co.uk jon@fedoraconsultancy.co.uk Jon is the founder of The Fedora Consultancy, a spe- Jon’s Top Tips cialist provider of marketing and business develop- ment services for law firms. previously Jon worked as l existing clients are your gold- marketing and sales manager for an after-the-event mine. insurance company, dealing with a wide range of law they’re your customers, get in firms. touch. Build a dialogue with them and maximise your reputa- the impact of the clementi review (and subsequent tion. Legal services act) led Jon to establish fedora, spe- cialising in advising law firms (particularly smaller l get involved! ones). online legal services are here now – it’s additional business, so He is a member of the chartered Institute of market- get involved! ing and a chartered marketer with over 20 years ex- perience within a variety of marketing disciplines. l HoW you communicate... ... is as important as WHat you communicate technical excel- What’s the biggest challenge you’ve seen a solicitor lence alone is not enough. face? the real impact of the Legal services act is just around the corner… What made you join core Legal? a meeting of like minds, exchanging ideas and helping solicitors meet the many challenges ahead. What’s it like to work with solicitors? rewarding, challenging – worth the effort. occasionally an expression containing the words ‘horse’ and ‘water’ comes to mind… How have you overcome any obstacles that you faced? determination. I am passionate about the power of good marketing practices. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  9. 9. Justin Locke Years in the game: 30 Business: case & practice management software www.selectlegal.co.uk justinl@selectlegal.co.uk Justin has so far enjoyed thirty years supplying legal Justin’s Top Tips software with major suppliers to the private and cor- porate legal sector. He joined steve dixon and mike l It’s a people thing craven , the co-owners/directors of select Legal sys- When choosing a legal software tems in february 2010 since when we have increased supplier, yes of course the soft- the user base by 105% and expanded the LaWfusIon ware has got to be spot on, but hosted service in a secure, Iso 27001 accredited data- think about the people you are base. buying from and their values and expertise. make sure there is syn- ergy between your orgnanisation Who has been the greatest inspiration to you? and theirs and that you actually mike Jones, a white water canoeing explorer and doc- like and trust them–you are going tor who canoed down everest and was leader of sev- to be working closely with them eral first river descents - he was always ready to help for several years to come. beginners and lived life to the full. l consider the cloud What’s the biggest challenge you’ve seen a solicitor When your hardware (main face? Being entrepreneurial while at the same time servers) are next up for renewal providing excellent client service - getting the balance you should consider the cloud for right is a challenge for most solicitors. a hosted option. select Legal, al- though a legal software supplier What’s the biggest challenge to success that law firms for 20 years, was one of the first face? the ever changing goal posts, in terms of the to offer a hosted version of their regulations and compliance requirements they face software. select offer both op- before they can start to earn a living. tions – a traditional ‘on-premise’ installation or a ‘hosted’ installa- tion and they will help you work out which is right for you. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  10. 10. Martin Bacon/Allen Sternstein Years in the game: 19 Business: It managed services and consultancy www.parachuteit.co.uk allen.sternstein@parachuteit.co.uk Martin Bacon the MD of the company, has over 12 Parachute’s Top Tips years management experience in the IT industry; having held senior roles in sales and technical capac- l competition is healthy ities. Working with parachute It’s many clients across If you have something valuable, the legal profession; he knows the complexities and what others want - grow, nur- challenges of the sector, its people and their needs. ture and protect it. Work it to your advantage Allen Sternstein is a senior business systems and ICT professional with over 15 years’ experience in a l opt for informed decision making range of business sectors in the uK and europe. since resist paralysis by analysis 2003, he has worked for legal firms on business development, management and Ict matters; involving l exploit uncertainty work with the Law society, sra, Lsc, Lexcel and the raise your probability of success Information commissioners office. What’s the biggest challenge you’ve seen a solicitor face? developing profitable business in a fast-chang- ing competitive, regulatory and digital world and de- livering outstanding customer satisfaction. Is it just you two? no. We have a team of qualified It and digital communications managers and technical services staff in the uK and overseas and a network of trusted specialists and advisors. What’s it like working with solicitors? as interesting and rewarding as working with other groups, but we get stretched more; intellectually. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  11. 11. Ray Fox Years in the game: 17 Business: practice mergers, sales and Valuations www.bottomlineconsultancy.com merger@corelegal.net Ray had been a regular client of numerous law firms Ray’s Top Tips and when they heard he was about to start the Bot- tom Line consultancy in 1994 they seemed to get very l Have an exit strategy excited about having the former Legal director of dun How are you planning to step + Bradstreet working for them as a consultant. away from the firm you’ve built up over the years, when you re- tire? In the beginning, what type of work were you doing for your clients? l make a decision! We were generating commercial clients for law firms. You might get it wrong. But I was appalled at how bad law firms were at running procrastination is not healthy for their businesses. they had no idea where clients came business. from - it was like talking to 8 year olds about where babies came from - maybe the stork brought them!! l enjoy the journey What is your experience of working with solicitors? perhaps its my background in psychology, but I found that many seemed to have similar personalities - so many were introspective, introverted, running isolated businesses, keeping their heads down below the parapet, dotting i's & crossing t's, etc. then it hit me - when a law firm has a problem, they don't have anybody to go to for help. How has your consultancy developed? over the years, we've become the largest broker of law firms in the uK and probably the only consultancy offering advice on practice valuations having worked for a total of 520 law firms in all, with about 260 involving practice mergers, sales and Valuations. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  12. 12. Tom Worner Years in the game: 10 Business: soft skills training/coaching to lawyers www.profirma.co.uk tom@profirma.co.uk ProFirma was founded by Tom Worner. Tom is a qual- Tom’s Top Tips ified solicitor (currently non-practising), and he has worked both in private practice, specialising in com- l differentiate yourself pany commercial law, and in-house (for a household find your niche in the legal name electrical equipment manufacturer). tom services industry, and develop co-founded his own law firm in 2008, before exiting and raise your profile/brand in 2011 to set up profirma. the law firm still exists, within it and continues to trade. l Build strong, lasting client rela- Tom is hugely interested in the business/ commercial tionships side of running and growing law firms, and in how provide each and every client legal services are marketed, sold and delivered. with an extraordinary service profirma exists – through its training and coaching and experience – earn their trust programmes – to help law firms and individual and loyalty, and build strong, lawyers stand out and succeed in this new era of legal lasting relationships with them services, with more leads, clients and greater revenue. l develop the right soft skills... ...in marketing, sales, business What makes a solicitor leave the profession to be- development, client relationship come a coach / guru? a huge interest in the busi- management, business manage- ness/commercial side of running and growing law ment, and so on – to stand out firms, and in helping law firms and individual lawyers and prosper in this new era of achieve the successes they desire. these are exciting legal services times for the legal services industry. What is your experience of working with solicitors? challenging, exciting, emotional, inspiring, madden- ing, satisfying – all in one, big bundle! What’s the biggest challenge to success that solicitors currently face? It’s to quickly adapt to this new era of legal services, which is seeing new and exciting en- trants, and therefore increased competition. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  13. 13. CoreLegal CPD Seminars One of the best ways to impart our knowledge in our specialist subject areas, has been to host seminars for the legal profession. We’ve run various events on topical themes such as coLps and cofas, How to grow your practice and have forthcoming events on social media for law firms amongst others. after our seminars, we like to provide time for the delegates to network with our speakers afterwards. Pictures opposite from our events If you’d like to be in- cluded on our mailing list and kept informed of the next CPD seminar date and topic, please email us: info@corelegal.net IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs
  14. 14. Useful Links l Barristers - www.newsquarechambers.co.uk l delia Venables – www.venables.co.uk l Legal complaints service - www.legalcomplaints.org.uk l the Institute of Legal cashiers – www.ilca.org.uk l the Institute of Legal executives - www.ilex.org.uk l the Institute of Legal secretaries & pas - www.institutelegalsecretaries.com l the Institute of para Legals -www.mylegalcareer.org.uk l the Law society – www.lawsociety.org.uk l the sole practitioners group - www.spg.uk.com l the solicitors regulations authority - www.sra.org.uk CoreLegal House, Hurst Cottage, Bottle Square Lane, Radnage, Buckinghamshire, HP14 4DP www.corelegal.net Tel: 01494 483728 info@corelegal.net
  15. 15. IntroducIng coreLegaL - InspIrIng storIes from LegaL support professIonaLs

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