AMAZON NO. 1 BEST-SELLING BOOK:THE CLIENT MAGNET FORMULA FOR LAWYERS How To Attract and Convert More of your Ideal Clients

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THE PROFITABLE PRACTICE PROGRAMME FOR LAW FIRM OWNERS WHO WANT A 'FREEDOM FIRM'
(HIGHER PROFITS, LOWER STRESS, MORE TIME OFF)

Who is it for?

Are you the owner or partner of a small law firm with up to £5m in revenue?

Are you fed up with working endless hours in your law firm but not getting the results you really want (higher profits, lower stress, more time off)?

If so, this programme will help you do just that.

The Profitable Practice Programme is designed for you if:

  • You know you need to take action if you want a more profitable 'Freedom Firm' but you always seem to be too busy to create a practice growth plan or you’re not sure that your existing plan is the best use of your time and resources
  • You feel like you don’t have enough time to do all the things you’re expected to do in your role and want to learn the 'shortcuts’ when it comes to getting more clients and the ways to work smarter, not harder – and maybe even reduce your working hours
  • You want to cut out the costs (time and money) and uncertainty of marketing and business development activities that just don’t work and instead be shown which strategies will bring you higher paying clients and the best way to implement them
  • You're ready to finally stop chasing revenue and focus on profit instead, so you can be better rewarded for your expertise and the risks involved in running a law firm.
  • You want to improve your business development and practice growth skills so you can get better results in less time – leaving you more time to get on with the fee-earning
  • You’re fed up 'thinking about’ all the ways you could grow your practice and just want help to get it done.

In my first two months of being a member of Profitable Practice, Michelle helped me identify some quick wins to put in place straight away. A new client, worth about £20k in fees, contacted me on the strength of my LinkedIn profile which I had updated using Michelle’s formula. I also used the techniques from Michelle’s training on how to describe what I do in a way which is clearer about the benefits for clients, and this helped me land another client, also worth about £15 - 20k, with another client in the pipeline. I’m delighted with the results so far and the 12 month programme has already more than paid for itself.

Kate Bryan - Owner, Data Driven Legal Services

How Does It Work?

In this programme you will focus on installing and optimising the 3 Essential Elements of a Profitable Practice:

  • Attract more enquiries from your ideal clients
  • Convert more enquiries into paying clients
  • Maximise your profits from existing clients

Each of the Elements has 3 Profitable Practice 'Accelerator' Strategies that need to be implemented in order to have each element working optimally and bring you more ideal/higher-value clients (if you need
them), higher profits, and time back.

A Typical Profitable Growth Journey

Here's an example of what the journey typically looks like for law firm owners we work with:

Step 1: Build your Profit Architecture Plan: During our initial session together we'll create a written roadmap showing exactly which of the 9 Profitable Practice 'Accelerators' (shown in the above image) to implement and in what order – based on your specific Traffic Light results, your practice area, and where you want to be in 12 months.

Step 2: Fix the fastest wins first: For many firms this starts with conversion – because it's the quickest path to increased personal income without any new marketing spend. Moving from converting 3 in 10 prospects to 7 or 8 in 10 at higher fees changes the numbers significantly, almost immediately.

Step 3: Capture the profit already inside your firm: Plug the gaps where fee income is currently leaking – dormant clients, unconverted enquiries, unrealised referrals. This alone typically adds £20k-£50k without a single new marketing campaign.

Step 4: Engineer profit across all 7 Profit Zones: Small, systematic improvements across each Profit Zone compound into the kind of results you'll see in our testimonials – 100% to 471% profit increases, fee income doubling, personal income moving to a level that actually reflects the value you've built.

Step 5: Restructure so the firm works without you at the centre: This is where the Freedom Firm actually takes shape. Your team becomes a profit multiplier rather than an overhead. You start working fewer hours. The firm begins to build value as an asset – something that could eventually be sold.

Your actual plan will be different – because it's built around your specific situation and goals. But this is the overall arc every law firm owner we work with follows because it's the most time-efficient and effective way to get results.

My firm has been a part of Michelle’s Profitable Practice Programme for over a year with excellent results. Most recently, Michelle has helped us to produce a Client Magnet report that generated over 300 downloads from potential clients and contacts in just a few months. This has meant that we have been able to generate an excellent pipeline of worldwide potential new business targets during the COVID lockdown and has already generated over £50,000 of new business.
With Michelle’s help and guidance our marketing efforts are very focussed and efficient as we have been able to ‘hook’ new clients using social media and online tools. We have signed up for our second year in the programme and would recommend Michelle’s services to anyone who is looking to grow their law firm or practice and maximising the impact of their time investment and marketing budget.

Stephen Rodd - Partner, Keystone Law: Isle of Man

The Profitable Practice Programme consists of 3 core elements to help you achieve this result

  • Strategic Planning ('What’ you need to do)
  • Skills and Tactics Training ('How’ to do it)
  • Support and Accountability (making sure you get it 'done’).

I never thought this would be possible but with guidance from Michelle, her patience, her steer and her motivation to keep me aiming higher, I have achieved an increase of 140% in fee income and 471% in profits so far – so nearly 5x profits compared to the start figure. Needless to say, I will be working with Michelle for many years to come!

Reena Popat - Managing Partner, Carter Bond Solicitors

What’s Included In My Programme?

The exact contents of your programme depend upon which level of programme you join in. But there are some common elements too.

1

Getting Started: Your Strategic Action Plan

Getting Started: Your Strategic Action Plan

When you join the programme you will have a 60-90 min private session during which we will create a one page 'Freedom Firm' Action Plan to install Profit Architecture into your firm to and increase your profits over the next 12 months, with a specific action plan for the next 90 days. This ensures you know exactly what to focus on, and in what order, to achieve your growth and profitability goals. We’ll also review and update your Plan together every 90 days to make sure you stay on track.

In a nutshell the whole course is extremely valuable – like a revelation, as if one has been working in a perpetual fog all these years and now it has cleared to reveal crystal clear scenery. Every client meeting that we have had since/ during the course has converted!

Bill Ward - Rachael Ward Ltd Trade Mark Attorneys

2

'Profitable Practice’ Skills and Tactics Training

'Profitable Practice’ Skills and Tactics Training

The right skills and tactics are essential to your profitability and your Strategic Action Plan will show you which order to study them in. Depending on the level of programme you choose, you will have access to some or all of the following trainings.

  • 5 Step Client Attraction System – so you can get attract more clients to you, so you don’t have to 'sell’ your services to them – online training videos, worksheets, templates and other resources (6 video sessions of 60-90 minutes + templates and tools
  • 5 Step Client Conversion System – so you can get more clients to say 'yes’ to working with you at the end of an initial session or meeting – online training videos, worksheets, templates and other resources (6 video sessions of 60-90 minutes + templates and tools)
  • Profitable Practice Accelerator Sessions – Online training sessions on the key themes of attracting more enquiries, converting more enquiries to paying clients and maximising profits. These are standalone sessions introducing a new strategy or tactic which you can put into action straight away using the tools and templates provided.
  • Profitable Practice Training Library – you will also have access to our complete library of past Accelerator training sessions and clinics (over 50 hours of modules with templates, checklists, and other implementation resources).

I have been a member of ‘Profitable Practice’ since July 2022 and within the first three months I almost doubled my monthly turnover without any increase in my Google marketing. This has only been made possible by following the specific strategic action plan Michelle has given me, and by using the training, templates, and advice she provides to help me implement that plan. Since then then the increase in monthly fee income has continued upwards!

Sashi Pararajasingam - Consultant Solicitor, Ronald Fletcher & Co LLP

3

Support, Feedback, Advice and Accountability

Support, Feedback, Advice and Accountability

Your Strategic Action Plan is just the first step in the strategic planning process. You’ll be supported in implementing your Plan through the following:

  • An opportunity to get your questions answered and the implementation of your practice growth strategies reviewed and critiqued in the weekly online Drop-in Clinics. If you can’t attend live, then send in your questions and you’ll be sent a link to the recording so you can listen to the answer.
  • Check-ins via email every two weeks to ensure you stay on track with your 90 Day Plan and always know exactly what steps to take next.
  • A monthly online Focus Session (60-90 minutes) for all Profitable Practice Members to help you get clear on what you need to do next, overcome any obstacles or challenges, and get my advice on specific strategies to make your practice more profitable. These sessions will leverage our expert community's knowledge and expertise so you don't need to reinvent the wheel or feel alone in tackling your challenges.
  • Between your 90 day plan updates you will be invited to a private Momentum Coaching Session to keep you on track and help you get more implemented in less time and/or fewer hours. These sessions will help you remove blocks that are slowing you down and acquire new skills/tactics to help you speed up your implementation or to improve your work/life balance. 4 Momentum Coaching Sessions are included in your membership, with the option to add more.
  • At least two Mastermind days per year (in-person or Zoom sessions meetings with other members of the programme) where we'll spend the day working on growing your firm or business, sharing best practices and what's working best in your sector, and identifying how to accelerate your results. 

Meet some of our
Profitable Practice Members

Jennifer
PlayPlay

I joined Michelle’s 'Profitable Practice' programme in Autumn 2020 because I had set up as a freelance solicitor practice a year ago and was looking for direction. In my first 90 days I managed to convert 5 new clients, 2 of which are very substantial anchor clients, and was entrusted responsibility to handle a major specialised bank licensing project. In the first 90 days my fee income had doubled and I had already reached my 12 month goals... and by the end of the first 12 months my fee income had increased by 150% and, more importantly, my profits had doubled. Lockdown turned out to be a gift year. Coming from Lithuania, I especially enjoy the collaborative culture of the Profitable Practice group of law firm owners, and the growth mindset, skills and helpful contacts that I receive. The best investment is in oneself, and I consider Michelle’s programme to be precisely that

Vincentas Zabulis - Owner, Zabulis Law

What’s Your Next Step?

If you want to get more clients and to increase your profits without working more hours, then the first step is to find out what might be slowing you down, or stopping you, from getting that as fast as you’d like. To get help with identifying these obstacles, book a complimentary 15 minute 'Focus Session’ now.

Once we’ve uncovered what’s slowing you down or stopping you from achieving your growth goals, we’ll identify what you need to do next to remove those obstacles and accelerate your results. And we’ll be able to discuss whether The Profitable Practice Programme would be a good fit to provide you with the tools and support you need (and which level of the Programme would be right for you).

BOOK YOUR
FOCUS SESSION
NOW

With one simple strategy, Michelle helped to transform my client conversion rate on the initial enquiry call from 4/10 to 8/10, practically overnight. She really knows her stuff and I am very grateful to her.

Jay Sahota - Managing Partner, Jarmans Solicitors


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