Simon McCrum: Turning Service into Strategy: Business Development That Changes Lives

In this episode, Steve Fretzin and Simon McCrum discuss:

• Effective business development in law firms
• Enhancing client loyalty through service
• Standing out with unique differentiators
• Building trust and collaboration internally

Key Takeaways:

• Authenticity and trust, rather than sheer volume of connections, are the cornerstone of effective business development, as demonstrated by prioritizing fewer, deeper introducer relationships.
• A well-defined "service promise," crowd-designed and rigorously delivered, creates a memorable client experience that sets a firm apart from its competitors.
• Revisiting underutilized existing client relationships can unlock significant growth by exploring untapped legal service opportunities and addressing overlooked needs.
• Implementing transparent client feedback systems, like real-time service ratings published publicly, builds credibility, accountability, and fosters long-term client trust and satisfaction.

"Business development isn’t goodwill development; it has to be about money and profit." —  Simon McCrum

Got a challenge growing your law practice? Email me at steve@fretzin.com with your toughest question, and I'll answer it live on the show—anonymously, just using your first name!

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About Simon McCrum: Simon McCrum, a Management Consultant, helps law firms strengthen and grow their businesses. A solicitor and former Equity Partner and Managing Partner, he has decades of leadership in law firms and legal teams. 

Qualifying as a lawyer in 1990, Simon moved from fee-earner to roles like Marketing Partner, Director of Business Development, and part of the Management Team at a £50m turnover UK law firm. In 2007, as Managing Partner of a Top 200 UK law firm with a £6m turnover, he led the firm from a trading loss during the Credit Crunch to its most successful year in 2010, becoming the UK’s fastest-growing law firm. 

After the firm’s 2016 acquisition, Simon launched McCrum Consulting to boost law firm performance and growth. He developed "The Perfect Legal Business" model, which inspired his bestselling book, The Perfect Legal Business, followed by The Perfect Lawyer. His upcoming book, The Perfect Partner, completes the trilogy.

Connect with Simon McCrum:  

Website: https://www.mccrum.legal/

Email: simon@mccrumandco.com

LinkedIn: https://www.linkedin.com/in/simonmccrum/

Connect with Steve Fretzin:

LinkedIn: Steve Fretzin

Twitter: @stevefretzin

Instagram: @fretzinsteve

Facebook: Fretzin, Inc.

Website: Fretzin.com

Email: Steve@Fretzin.com

Book: Legal Business Development Isn't Rocket Science and more!

YouTube: Steve Fretzin

Call Steve directly at 847-602-6911

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