If you are the owner of a solo or small law firm or other professional practice and you want to:
- Attract clients consistently rather than rely on the unpredictability of referrals and word of mouth
- Have the freedom to work only with ideal clients who understand the value of your services and are happy to pay your fees without quibbling
- Get off the ‘feast or famine’ rollercoaster by attracting a consistent stream of new instructions whilst you get on with delivering your service to existing clients
- Build a highly profitable practice without adding more hours to your working day
This will be the most important event you attend this year.
My ‘Profitable Practice Secrets’ workshop will show you how to:
- Identify exactly which strategies your firm needs to get onto the green line and stay there over the next 12-18 months, so you not only survive, but thrive.
- Start implementing the immediate changes you need to protect your pipeline of work from existing clients.
- Create the right kind of marketing for the current environment, so that you can continue to attract new clients (and more instructions from past clients) in a way that’s effective but doesn’t feel like ‘selling’ your services.
- Discover the questions you must ask prospective clients to ensure they see the value of your services and say “yes” to the fees you want to charge.
- Create a Practice Growth Accelerator Plan that will give you the confidence and certainty that you’re taking the right steps, in the right order – so that you can take the action needed to protect your firm now, and lay the right foundations for future growth.
Photo courtesy of Hexagon Legal Network.
This workshop is for senior partners, managing partners, and the owners of small legal or other professional practices.
Most business seminars and workshops are boring, mostly theory, and you don’t come away with anything actionable. This is NOT that kind of event. You will walk away from this in-depth, hands-on workshop with a clear plan to get you through this difficult economic period AND lay the right foundations for future growth, plus specific tools and strategies to help you start implementing that plan immediately.
If you haven’t attended an online workshop before, don’t worry… we’ve been successfully running them this way since August 2019 and we use Zoom video meetings (including breakout rooms) so you get an ‘live’ workshop experience (see testimonials below).
**IMPORTANT** Due to limited space at the venue there are only a limited number of tickets available. Claim your seat now before the event is sold out.
THIS IS AN INTERACTIVE, HANDS-ON WORKSHOP WHERE YOU’LL WORK ON TOOLS AND STRATEGIES FOR GROWING YOUR SPECIFIC FIRM OR PRACTICE
9.15am REGISTRATION AND INTRODUCTIONS (VIA ZOOM MEETING USING WEBCAMS)
9.45am YOUR PRACTICE GROWTH BLUEPRINT: You’ll analyse your existing firm or practice area using my Traffic Light Accelerator Tool and create a ‘heat map’ of the Profitable Practice Elements are slowing you down from having the clients and profits you want and/or keeping you working too many hours. Then we’ll identify the biggest growth opportunities in your specific firm or practice and what you need to focus on, and in what order, to get the clients, profits and time off that you want. You’ll finish this session with a bespoke Practice Growth Blueprint which will give you clarity about what to do, and the confidence to do it.
11.15am PROFIT MAXIMISER: You’ll analyse which of the 7 Profit Zones in your practice provide the biggest opportunity for increasing your profits in the next 12 months and how the 7 Profit Zones Formula will enable you to double your profits without working more hours. Once you know what’s possible in your practice, you’ll set specific and realistic goals for your practice growth the next 12-36 months (including your target numbers for clients, fee income, profits, team and time off). Then you’ll create your own Profitable Practice Gameplan to show you what to focus on to accelerate your results over the next 12 months.
1.15pm LUNCH (WITH OPTIONAL ADDITIONAL SESSION FOR PART OF LUNCH BREAK)
2.15pm CLIENT ATTRACTION: You’ll learn how to powerfully attract more of your ideal clients, so they are the ones calling or emailing you and you don’t have to go out ‘hunting’ for them and/or put up with the uncertainty of waiting for referrals. You’ll use the Client Hook Creator to identify what will attract your ideal client and you’ll create your first ‘Client Hook’ during the workshop, and get on-the-spot feedback from me on how to improve it further.
3.30pm CLIENT CONVERSION: We’ll finish the day learning specific skills that will enable to increase the percentage of potential clients who say ‘yes’ to working with you from an initial consultation – without having to give away advice for free. Then, using the Conversion Question-Generator you’ll identify exactly which questions to ask during an initial consultation that will ensure clients understand why they need your help, why they should choose you, and why (most importantly) they should pay the level of fees you want to charge. Once you have these skills you’ll be able to increase your conversion rate and have the confidence to raise your fees.
4.15pm REVIEW AND NEXT STEPS
WHAT OTHERS ARE SAYING ABOUT THESE SEMINARS AND WORKSHOPS
“I decided to attend the online (virtual) version of The Profitable Practice Secrets Workshop because I’m based in Australia. I wanted help to improve and grow and I wasn’t disappointed. Michelle has clearly put a lot of thought into presenting her information in a format that is understandable and ready to be applied, highlighting key issues without being overly complex, and using catch phrases, diagrams and tools. She is a good presenter, and I enjoyed the format of the online workshop, including the opportunity to interact with other lawyers in break out “rooms”and open discussions. Although attending the workshop helped me see that my practice was probably in worse shape that I had initially thought, it also gave me valuable tools and the knowledge that improvement was feasible though a systematic approach targeting the right areas. I am very happy to recommend Michelle’s workshop to other lawyers.
James Irving, Irving Law, Perth (Australia)
“I attended Michelle’s workshop as I was intrigued to learn how I could improve the quality of my clients, the number of clients and in turn increase profits without having to work harder. I nearly did not attend as I always have significant doubts about workshops of this nature and the claims being made. I am glad that I attended as the workshop was insightful and it opened my eyes to the fact that I have being looking at the securing of new clients as a sales pitch rather than persuading the clients of the need to buy my services and that with small tweaks and changes to the marketing that we do I could see the potential benefits and the potential results that could be produced. I was a little hesitant about how an on-line workshop would work, I was really surprised about how streamlined and pro-active the whole day was. The use of breakout rooms to allow smaller groups to discuss issues and share thoughts and then share this with the whole group worked really well and the delivery and presentation of the course by Michelle simply outstanding.”
Kevin Richardson, Biscoes Solicitors
“What was different about Michelle’s Profitable Practice Secrets workshop was it made sense to me as a solicitor and as a business owner. The guidance was practical and really made me address issues around time management and more effective use of resources there and then. I have already deployed some of the strategies and I also have a plan about how to move forward and it is simple. One advantage of the online workshop was not having to add travel time and costs. Using online ‘breakout rooms’ was a new experience, but my word it focussed the discussions! Having attended a number of webinars –particularly over the last few weeks –I was worried that a whole day would be dull and to be honest I had mentally decided to give it an hour and duck out if need be. When 4.30 came I could have stayed for more! Michelle is not preachy, she just gives you the tools to get things on the right track. I am looking forward to working with her in the future.”
John Walker, Owner, J A Walker Solicitor
“Thanks for the great workshop on Wednesday (Profitable Practice Secrets). I felt energised by itand I really connected with the excellent profitable practice model that the workshop and your programme is based around. I intend implementing the guidance that you provided and to draw up a game plan to attract more of the right clients and to focus on prescribing value to what I do. I have definitely had the ‘come and get me’ approach and that needs to change. I found you truly inspirational and I rarely give away praise so readily. Keep up the great work.”
Dan Jones, Owner, DHL Legal
“We attended the Profitable Practice Secrets workshop because we wanted help in launching a new area of practice and pick up a few ideas to help boost our existing marketing efforts. As lawyers we are, I think, naturally suspicious and inherently sceptical of accepting others’ ideas and buying into the possibility that we don’t know what is best for our own firms. The difference with this particular workshop over others I have attended is the focus on the practical; whereas other business seminars stop at identifying problems, very few provide firms with an idea of what to do about them – we now have an extensive ‘to do’ list but we have also have far greater peace of mind and a roadmap of how to get to where we want to be. The insights provided went far beyond what we wanted to achieve with implications across all practice areas. We now have a clarity and confidence that was previously absent. I would challenge anyone to go along to the workshop and not come out at the end feeling that worries have been dissipated and replaced by clarity, a sense of direction and the skills to put everything into action.”
Adam Cresswell, Lawyer/Director, Seatons Solicitors
“I wanted to find out more about how to make my practice profitable whilst still maintaining a good work/life balance. Finding time in the working week to take a day off to attend a workshop is difficult but I found the workshop to be really beneficial. It really made me think about what I needed to do to make the best use of my time and make the business run more efficiently. Since attending the workshop I have started to improve our systems so that we can utilise the support staff in a more efficient way and keep salary costs to a minimum. Michelle was very helpful and knowledgeable and I would certainly attend one of her events again.”
Sarah Clowes, Partner/Owner, Clowes & Co Solicitors
“Michelle’s insightful and skilful advice and strategies are readily apparent from her blogs but her ‘Profitable Practice Secrets’ 1 day workshop really brought home just how much impact she can have on a firm’s profits. One of her tips has revolutionised my conversion rate. Highly recommended and I have signed up to her Profitable Practice Programme as a result.”
Jay Sahota, Senior Partner, Jarmans Solicitors
“The Profitable Practice Secrets Workshop was thought provoking, giving rise to lots of fresh ideas when considering firm strategy. For me it has emphasised the need for an holistic approach to change in all areas of the business, be that at firm-wide and departmental level, to be applied to business planning, process change, BD/marketing, recruitment and all key decisions.”
Chris Bishop, Managing Partner, Slater Heelis LLP Solicitors
“I found Michelle’s Profitable Practice Secrets to be a comprehensive day that unlocked the mysteries of the manageable steps required to get more clients and increase profits without working more hours. The ideas presented showed that small changes can make a big difference. I found the working examples really helpful in bringing the fee income figures to life. The course helped me identify my own personal obstacles and start on a bespoke plan to overcome them that I can now build upon. I came away feeling inspired and energised. The day after the course I was able to put into practice what I had learned. The day was also very useful for hearing other lawyers’ experiences. Definitely worth the money – a day out of the office well spent.”
Rachael House, Head of Family Department, Mackrell Turner Garrett
“We found the ‘Profitable Practice Secrets’ 1 day workshop a breath of fresh air. It has invigorated us to look at our business in a new way and given us the confidence to employ new methods with the aim of boosting our profitability but not at the personal cost of our personal lives.”
Director, Kent Law Firm
“Time very well spent. Probably the best legal seminar I ever attended”
Xabier de Berstain Humphrey, DWB Global
“I am truly inspired to change my Firm’s marketing strategy as a direct result of this seminar – it was informative and gave a clear, concise, step by step guide as to how to attract more clients to my Firm, without turning myself into a sales person! – A ‘must attend’ seminar!”
Sadhana Joshi, Solicitor and Director, Avenue Solicitors
“Almost didn’t come due to client work but that would have been a major mistake!”
Peter Arnstein, Owner, FWB Law
“A well-delivered, thoroughly engaging session, with eye-opening and potentially game changing tips and advice. Thank you!”
Isobel Willoughby, Solicitor, Monro Wright & Wasbrough LLP
“Very useful – Much cheaper than a marketing department!”
Jason Pethers, Partner, QS Rose & Rose
“I found the seminar exhilarating!”
Mohan Bharj, CFO, Duncan Lewis Solicitors
“I signed up to Michelle’s online 1 day workshop (Profitable Practice Secrets) because I was interested in finding out where the pitfalls were in trying to build up and diversify my business. Within the first 90 minutes I knew Michelle had the answers I were looking for and that the online marketeers and snake oil salesmen I had come across did not. It was a real lightbulb moment for me, and I knew then that I needed Michelle’s ongoing help and am looking forward to working with her further”
Oliver Saxon, Director, Tyto Law Limited
FREQUENTLY ASKED QUESTIONS
Who is this event aimed at?
This workshop is for sole practitioner lawyers/professionals or the owners of small legal or other professional practices or senior managers who have responsibility for business development or the growth of their practice who want to build a sustainable and financially free practice.
What will I get out of this event?
This is a practical and interactive workshop, not a lecture. You will leave from this high-level workshop with a clear strategic action plan to double your profits in 12 months or less.
Where and when is it taking place?
Where: Online (virtual workshop) so you can attend from your home or office. We’ll use ZOOM online meeting software so you just need a computer with microphone and webcam (webcam is essential) and a quiet location free from distractions or noise. If your home or office isn’t suitable, you might consider booking a meeting space to use during the virtual workshop.
When: 9.15am – 4.45pm with break mid morning, lunchtime and mid afternoon. There will be an (optional but recommended) extra session during lunch so we recommend you have a ‘working lunch’ ready in advance so you can bring it to the session.
How can I get the most from an online workshop?
We’ll be using ZOOM online meeting software to replicate the experience of being together in a workshop room. You’ll be able to speak to everyone else and participate in exactly the same as if we were in the same room together. Everyone will be on webcam and able to see each other, just like at a regular workshop. We’ll also use virtual ‘breakout rooms’ to allow you to work in small groups with other attendees. To get the most from this event we strongly recommend you attend from quiet location where you won’t be disturbed during the day and where you can switch of all other distractions like email notifications, phone calls, queries from staff members, etc. Some attendees might choose to book a meeting room for the day to ensure they aren’t interrupted and get the most from the workshop.
Can I claim Continuing Professional Development?
Yes you can claim Continuing Professional Development for this event if you consider it meets a training need you have. We can provide written confirmation of your attendance.
What is the refund policy?
Tickets are non-refundable but if you are unable to make the event then you can transfer your ticket to someone else provided they would have been eligible to attend in the first place i.e. an owner or senior lawyer in a small law firm or professional practice (please let us know the name of the new attendee prior to the event). If you cannot attend and cannot transfer the ticket to someone else please let us know as soon as possible – if we can re-sell your ticket then we will credit the ticket price towards another event or a Strategy Session with The Business Instructor.
If for any reason we are unable to hold the event then we will notify you of alternative dates for the event and you can transfer your ticket free of charge OR you can choose to credit the ticket price towards another service from The Business Instructor.
How do I reserve my seat?
£247+VAT for this 1 day virtual workshop or just £147/£197+VAT when you book by the Super Early Bird or Early Bird booking deadline (click the REGISTER buttons below to check the deadline for this event).
ABOUT YOUR WORKSHOP LEADER
Michelle Peters, The Business Instructor
Michelle Peters is the creator of the Profitable Practice Programme for Lawyers and other professionals who want to grow their practice profitably. She is the leading authority in helping lawyers and other professionals to double their practice without working more hours.
Michelle is a former solicitor who spent 9 years at a ‘magic circle’ law firm in London, so she understands the genuine concerns her fellowprofessionals have about marketing that feels like ‘selling’ or doing anything which feels unprofessional or ‘salesy’. After extensive training in business development and marketing, and putting her skills into practice in attracting clients for her own business, Michelle now helps lawyers toquickly and easily get clients in a way which feels comfortable and ethical and brings them a steady (and reliable) flow of business. She also shows legal practices how to ethically increase profits from existing clients, so they can increase their fee income and profits without having to spend so much time and effort continually looking for new clients.
MORE TESTIMONIALS ABOUT THESE SEMINARS AND WORKSHOPS…
“Thanks for a great seminar. It was genuinely useful and insightful – an all too rare occurrence!”
Simon Portman, Marks & Clerk
“Michelle delivered exactly what was stated on the tin. Very informative and useful seminar”
Michelle Camacho, TV Edwards LLP
“Very useful for any professional, whether or not they have had previous marketing training”
Richard Turney, Partner, QS Rose & Rose
“Thought provoking and time well spent helping to crystalise approach.”
Chris Mills, Civil & Commercial Mediator, CSM Meditation
“This is not just a marketing lesson but an insight it what is blocking up your business and how to improve it by fiding the strategy yourself. One of the best courses been on this year.”
David Simmons, Director, Robert Simmons Solicitors
“Michelle is able to convince you are not “wrong”, but you need to do something about what you’ve got right (and correct the rest!).”
Guillaume Barlet-Batada, Lawyer Consultant, Cubism Law
“Michelle is very easy to listen to. She is a lawyer, with practical business experience and makes a lot of sense. She resonated with our ethos.”
Catrina Newman, Practice Manager, Goldstein Legal
“Excellent seminar and great eye opener for the business.”
Frank Andreas, Partner, David Howard Chartered Accountants
“Excellent. Michelle was so helpful before the event, presented very well and provided lots of useful advice.”
Jasper Gray, Operations Manager, CG Naylor
“I came a way with some great action points.”
Catherine Hawkins, Consultant Solicitor, Cubism Law
“I heard about Michelle and her ‘Profitable Practice Secrets’ workshop via a friend who had attended this workshop previously herself. I attended the workshop because I wanted some clarity / structure on running my business, as I had so many ideas and goals but did not know where to start. I am extremely glad I attended as I obtained the clarity and insight that I was looking for. Well worth attending, I would recommend this workshop to anyone.”
Adela Manzoor, Owner, Radshaw Solicitors
“I just wanted to say how happy we are to have joined your Profitable Practice Programme. You turned me from a business coach cynic to an acolyte! I was recommended to you by a colleague and attended the Profitable Practice Secrets workshop to help grow my business. I nearly didn’t attend because of my cynicism about business coaching generally but I’m glad I did because of the insights and clarity it gave me plus the confidence to move forward.”
Jeremy Garson, Owner, Rise Legal
“I attended an online seminar Michelle held and, having enjoyed that, I wanted to learn more and so booked onto her Profitable Practice Secrets Workshop. I decided to attend because having been in business for a few years I thought it was time to revisit my business strategy and plan for the next few years. I initially had reservations about attending as meant I had to travel to London and I wasn’t sure that the investment would get me on the right track as I often find business courses to be interesting but they do not drill down into the specifics of what to do next. However, I came back from London tired but enthused and wrote my next 3 month plan (that Michelle had helped me formulate that day) on the train back to Manchester!”
Emma Lewis, Director, EL Law