Business development
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Taking the strain out of legal directory submissions

Client: Payne Hicks Beach (www.phb.co.uk
Sector: Legal Services 
Project: Legal Directory Submissions 
Contact: Virginia Farquharson, Director of Finance and Administration 
Date: August 2014 – Present

 

Taking the strain out of legal directory submissions

Payne Hicks Beach is a pre-eminent law firm in London providing unparalleled legal services to private and commercial clients. The firm has prestigious roots that date back to the late 18th century. They have represented many high profile clients.

The firm’s prominence in the UK’s legal community is due to their reputation for integrity. The firm specialises in highly sensitive cases and has therefore adopted an uncompromising standard of discretion and protection of privacy. This has enabled them to nurture trusting and steadfast relationships with their clients.

The maintenance of this reputation for client confidentiality necessitates providing limited information in all marketing communication, including to the Legal 500 and Chambers directories. This has previously produced disappointing outcomes in rankings. To try to overcome this, the firm has engaged consultants to manage the submission process, with the added benefit of reducing the amount of fee earner time required.

The BD Consultancy were therefore appointed to draft submission content and gather referee information to enhance the firm’s activity, highlight their strengths and better reflect their offering whilst maintaining their principles, and to do so in a time efficient manner.

Following a meeting with the partners from each of the practice areas to discuss their individual needs and expectations, an efficient process was developed to gain the required information. This used ‘work highlight sheets’ to collect data, which yielded a highly detailed picture of the accomplishments of each area.

The BD Consultancy maintained active communication with partners and other Payne Hicks Beach staff, and through creating a clear project timeline, the work was completed in a timely manner, which was considerate to the partners and other solicitors’ strenuous schedules.

Once an initial draft submission was created, The BD Consultancy maintained contact with fee earners to ensure the production of highly tailored and meticulous final versions.

The BD Consultancy team worked under tight timescales and yet were still flexible enough to accommodate a submission for an extra practice area at the last minute.

 

Virginia Farquharson, Director of Finance and Administration, says “We have worked with consultants in the past, realizing that directory submissions are both complex and time consuming.

“Following a previous positive experience we were referred to The BD Consultancy. After an initial meeting, in which we described our disappointment with the most recent results in the directories, we appointed The BD Consultancy to manage the process for us.

They adopted a new approach, by first arranging a meeting with all Partners to describe the importance of achieving more positive outcomes and how they would proceed with the work in a manner that met our needs, but that did not draw too much on their time.

The BD Consultancy were able to gather the information they needed in detail and efficiently, which helped in accomplishing a polished final product.

The overall process was executed so that the firm received a measured, steady and reliable service and we look forward to seeing the results in the rankings later in 2015”.